Account Management Skills

10 Ways To Get Your Customer To Commit To The Sale

Closing is seen as the holy grail of any sales interaction. It gets the order, or at least progresses the sale onto the next level. Securing some form of commitment from someone is a great feeling, as you have proved…

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3 Key Components To Build Customer Loyalty Successfully

There is a saying that customer satisfaction is useless; customer loyalty is priceless. This is well-explained when you consider a familiar scenario. Have you ever visited a restaurant and been ‘satisfied’ and yet never gone back there? I guess you…

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Complaints Can Lead To Sales – If You Handle Them Right

No matter how well you’ve done your job, there will always be things that are outside of your control. Things that would drive your customer mad. Things that would make them annoyed. And things that simply add up to bad…

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Here’s An Innovative Way To Create Loyalty & To Get ‘Em Coming Back For More!

So I’ve arrived in Prague on business, get into a taxi outside the airport and the first thing I see is this advert on the back of the drivers and passenger seat. It’s an advert for 47% off my fare…

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Why Do Your Clients Continue To Use You?

We recently asked a company who have been using our services for the past five years why they actually stuck with us. You know the kind of thing…what have we done right, is there anything more we can do, where…

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The Right Way To Set Goals – Seeing Them From The Customer’s Perspective

I remember being on the road with a salesperson whom I was coaching to take up a senior sales position within the company he was working for. His business had called me in to help him improve, as it seemed…

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5 Ways Your Existing Clients Can Help Boost Your Business – Infographic

Our existing clients can be of great benefit to us when trying to boost our sales. They can have a load of potentially new or repeat business, be able to refer you, become a joint venture partner with you or…

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How To Get Close To The Customer

What is a brand? The IPO says that it constitutes a “promise of an experience’ and conveys to consumers a certain assurance as to the nature of the product or service they will receive and also the standards the supplier…

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One Change That Can Make Or Break Business Partnerships

We often hear about how ‘relationships’ make or break the long-term partnership with a client, and it’s true that the connection that you keep with the client can play a vital part in determining whether you will keep getting repeat…

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How To Plan Your Customer Experiences

On a recent course, my trainer asked the delegates if they believed the experience the customer has with their company is an important measurement to them. With no exception, they all replied ‘yes’. Then the trainer asked how they plan that…

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Improving Your Customer/Client Retention – Video Blog

As a sales person, I’m sure you are aware how important it is to develop a loyal client base as this will provide a great level of security for your business through the down periods that all businesses have. So…

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A Plan For Successful KEY Accounts Management

Closing the sale is one thing. However successfully managing the account is yet another level of selling entirely. In particularly, when dealing with large, major or key accounts; after the sale management is where the actual selling begins. The following…

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