Managing Customer Relationships

They Bent Over Backwards To Satisfy The Customer

I just got this in from my friend and super salesman, John Landrine in the US, about an experience he had this past weekend. I had to share it with you and I have a couple of questions for you after you read this short story and example of customer service at its finest! Excellent Service = More Sales “Sean,…

Read More

Are Your Sales Teams Putting Out Fires When They Should Be Closing Sales?

In this age of economic problems, strained budgets, reduced revenue and increased competition; companies the world over are doing what is necessary to survive. Often this includes reducing expenses, and rightly so. However, there is one area where reducing expenditures can cause more harm than good. In fact, you may think about increasing your budget in the area of Sales…

Read More

3 Powerful Best Practices For After The Sale

Salesmen shaking hands

You have made the sale.  However, understand that you have not closed the sale; in fact, you have just opened it.  Here are three best practices for after the sale performance that will help you cultivate deeper relationships and turn more one-time customers into long-time clients. #1 – Continue to Sell What happens to your enthusiasm for your product or…

Read More

5 Important Things To Look For In CRM Software

Business man thinking question mark

Customer Relationships Management (CRM) is essential in today’s business environment.  If you are still tracking customers and prospects via sticky notes, index cards or your trusty memory, you are a dinosaur in the new world. You must be able to do more than track sales and phone calls.  You have to manage relationships.  True CRM entails much more than simple…

Read More

And The Moral of the Story Is…

Man holding digital key

In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the Story is…” Start your weekend by looking here every Friday morning at 10:00 am for some entertaining sales stories.  Like…

Read More

Build More Than Relationships With Customers

Business people shaking hands

A lot of salespeople say to us that they spend so much time building relationships with prospects, but don’t always get the order. They ask us ‘If relationships are so important to the sales process, why aren’t we selling every time? Are we wasting our time?’ No, not really. But see it from the customer’s point of view. You’re nice…

Read More

Building Great Relationships With Customers

Salesmen shaking hands

Poor salespeople aim to close the sale; great salespeople aim to create relationships. Take that phrase, write it out, laminate it and keep it close to your heart. It will always keep your drive in the right direction. Many salespeople on our courses ask for techniques and tips on closing the sale. We say that the sale will naturally close…

Read More

Some Home Truths, Relationships Are Built On Value

Letters spelling out value

In a previous blog, we covered off some home truths that salespeople still cling to, in the hope that the olde worlde still exists out there somewhere. The fact is that although many salespeople still sell the way they did five or ten years ago, the buyers that existed then don’t exist any more. And this is especially true in…

Read More

How To Manage Customer Relationships

Customer Service Word Cloud

One of the most powerful strategies you can develop as a sales consultant, is the ability to manage, and effectively lead, the relationships with your clients. And if you adopt a strong profile with your best clients, it opens up so many avenues for you to identify further opportunities where you can assist them. When you manage customer relationships well,…

Read More