The 3 Main Components That Drive Customer Loyalty

Most companies agree that loyal customers are the lifeblood of their business. Clients who return continuously to restock or re-purchase make it easy for companies to provide service and back-up because the effort needed to ensure satisfaction is minimal. But how do we ensure this loyalty isn’t just short-lived? What attitude do you as a salesperson and as a business…

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5 Keys To Becoming Your Customer’s Trusted Partner

If you’re in any kind of sales position, you really want to make buying and using your products easy and profitable. That’s the real reason why people buy them in the first place; to make their lives or their businesses run smoother. Unless you’re selling transactional, one-off items that will never be repeat buys, you want to build up some…

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3 Quick Tips On Building Long Term Client Relationships

attract convert retain customers

Whenever we discuss salespeople’s skill-sets and the development of such, we always get round to the power of building relationships and the long-term benefits of maintaining and sustaining the connections with clients. The value of doing so has been covered many times, and it is always advantageous to revisit the reasons why these long-term networks can improve profitability and productivity…

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There’s More To Farming Accounts Than Repeat Business

Whenever salespeople think about prospecting, it often has two distinctly different reactions. For some it can be a challenge that they relish, looking forward to seeking out new opportunities and building new relationships. To others, it can fill them with dread, preferring root-canal work to running the risk of being rejected. Prospecting is often viewed as a necessary evil, the…

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3 Ways To Become Indispensable To Your Customer

When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list, and when you see them they appear common sense. Unfortunately, the sense needed for this isn’t that common. So, here…

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6 Methods To Discover What Your Customer Really Thinks About You

One of my trainers had an interesting conversation with a salesperson on a recent course. The discussions revolved around how close we should get to a customer’s business and whether there is value in knowing how the customer really thinks about us. The salesperson agreed up to a point but said he didn’t know how to get this knowledge, as…

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Understanding Customers’ Perspective To Improve Client Interaction

Unfortunately, conflict is an unavoidable aspect of the human condition, and is likely to creep into the conversation any time expectations differ. Conflict can raise stress levels and leave long-lasting effects on employee health, decreasing job satisfaction, and increasing absenteeism and tenure rates. It is critical that employees who interact with clients on a regular basis work to improve their…

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3 Great Ideas On How To Build & Establish Your Brand

One of the most precious assets that a company possesses is the quality of their brand. A great brand image can drive sales onward and upward; a lesser image can ultimately destroy a brand’s presence and present. It’s people that make the brand. How customers are treated or served can improve or destroy an image in the customer’s mind, so…

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The 8 Essential Skills You Need To Become A Perfect Listener

We have spoken many times about the key skills required to become an expert salesperson, and we always keep coming back to the specific skill of being able to listen effectively. Listening is a skill in that it can be learned, developed and improved. Here are some ideas that will help you keep developing this essential addition to your armoury:…

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7 Ways To Destroy The Relationship With Your Client

Customers often judge us by the quality of the back-up service we offer. If everything goes well before we actually start working with them, they may see fit to buy our products and services. The proof of the pudding will be after the deal is done. If the back-up isn’t there, we may as well say goodbye immediately to this…

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