You’ve scheduled your first meeting with a new prospective customer! You’re hoping for “beginner’s luck,” eager to make a stellar first impression—but what’s the best way to make that happen? Do you jump right into questioning if your prospect knows little if anything about you?
Value selling is an important sales technique that relies on building on the inherent value of a product or service. Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value.
It’s easy for prospective clients to get so caught up in life’s day-to-day obligations that they miss the big picture, pushing aside major ongoing problems for the moment.
But moments become hours, hours become days, days become years…and the customer’s problems remain unsolved, buried in the quicksand of daily minutiae, smothering their business. Good open ended questions highlight your client’s problems, creating a sense of urgency that hauls her out of that quicksand, forcing her to step back and take a long, hard look at that big picture.
You’ve scheduled your first meeting with a new prospective customer! You’re hoping for “beginner’s luck,” eager to make a stellar first impression—but what’s the best way to make that happen? Paul Cherry shares sample questions you can use immediately.
Building customer relationships is like building a marriage.
Have you ever faced a situation where you thought your relationship with a customer was still going strong, only to find she’s got her eye on a rival vendor?
When I conduct sales training, the most common problem that comes up is the prospect who won’t make a decision.
Of course, we’d all prefer prospects to say yes, but at least when they say no we can move on. Fence sitters can take up inordinate amounts of your time and energy, often with little to show at the end. Here’s how you prevent this from happening.
A new year is on the horizon, and the pressure is on!
How are you going to achieve your higher revenue goals next year? How will you get your clients to spend more money?
Most importantly, how will you and your company make up for the accounts you lost this year? “By making our clients happy and keeping them happy,” you say. Sure, but where will you start?
When the economy seems unstable, businesspeople can feel shaky. Hysteria sets in, sending sales people, managers and CEOs running for cover, making panic moves that cause more problems than they solve.
Avoid making costly mistakes by learning how to implement the top 10 tips to stay in control when your market feels out of control.
To keep from wasting time on people who aren’t seriously interested in pursuing a business relationship, try the three-step qualifying process on an upcoming sales opportunity so that you know right away whether it’s alive with possibilities or a dead end.
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