The selling process is constantly evolving, and it doesn’t necessarily end when a sale is made. Making a one-time sale is an accomplishment, but real success can be found in sales growth and repeat business. So what drives these factors? Experience has shown that it’s all about cultivating relationships and honoring the “Golden Rule.”
Beginning a relationship is easy. Exploration is predominantly on the surface. Nothing too deep. Nothing too wide. Nothing too revealing.
Part of excellent customer service is keeping on top of your what’s going on with your clients and their business. But, sometimes conversations can stall or you just can’t seem to get enough information out of them.
Marketing strategist Ardath Albee wants more businesses to listen to their clients and prospects. “Surface listening,” which is based solely on self-interested gains, just won’t cut it in 2009, and he urges companies to connect with clients on a deeper level.
Once again Thanksgiving is upon us, and while recent economic woes have put a dent in the holiday cheer of many, there are still reasons for your agency to be thankful.
Corporate gift giving has extended beyond the traditional December holidays, and many companies have adjusted their schedule to send a little something to clients for Thanksgiving.
Are you familiar with the Trust Equation? I wasn’t until coming across an article by Charles H. Green, author of Trust-Based Selling.
Not all clients are going to be a dream to work with, but what do you do when your project hits a snag because of a client’s inattention?
A recent article from John Doerr, president of the Wellesley Hills Group, focused on the correlation between building blocks and selling services