In a fast-moving market, the best way to retain and sell more to existing clients is to make them an unbeatable offer. If you’re selling a product or service that’s being disrupted by a competitor with new technology, don’t start thinking all is lost.
Category: Managing Accounts
If you are using final weeks of each quarter to hastily make deals, you might want to reconsider. You could end up costing your company more than you’re winning.
Most people misunderstand and mis-define the word serious. They view it as stoic, non-smiling, stiff, non-humorous, and boring. Hardly.
It’s understandable that a salesperson will have deadlines, but there are more tactful ways to communicate that than saying “as soon as possible.” Rather than cause anxiety or create pressure, consider using one of the following suggestions the next time you request something by a deadline.
According to Tris Brown, who writes for td.org, having a clear plan for dealing with strategic accounts can explain 31% of “the difference between high- and low- performing sales team. [LSA Global research.]” The same holds true for your own management of strategic accounts.
One path to easier prospecting is all about getting your existing clients to give you referrals. John Rampton, VIP contributor at Entrepreneur.com, has come up with over 20 clever ways to score referrals.
If it seems like your accounts are asking you to call back after the holidays, don’t get frustrated. Get creative with these tips from Michael Pedone.
Did you know that existing customers are 60% – 70% more likely to buy what you are selling than a potential client is?