There are few things more critical to a firm’s long-term success than its ability to maintain a stable and growing customer base. While many companies focus on finding new customers, it is a futile exercise if you do not retain the customers you won.
Steve Reznikoff, President of Micro Systems Consultants, has extended the Sandler Selling System concepts to something he calls The White Board Proposal. He made a decision to stop spending hours writing extensive, fancy technical proposals in favor of meeting with the customer to sketch out a proposed solution on a white board. He said this
Sales are not always won or lost because of what happens in a sales call, but in the void between calls. Why? 1. Retention Someone once told me that a lecture is the quickest way to get the notes of a professor into the notes of a student, without passing through the mind of either.
Face to face time (or phone time) with customers is a finite resource in all opportunities, and is often the critical bottleneck. This article highlights a collection of 20 best practices from top sellers that you can use today. Here are some tips from top pre-sales pro’s to make the most of that time. 1.
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