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Hub You - The Myth Of Relationship Selling Revealed At Last
ABSOLUTELY NOT! Did you know…According to a national survey of employees who accepted a counteroffer, 75% voluntarily left their employer within six months of accepting the counteroffer because of promises not kept!The majority of the balance of employees that accept counteroffers involuntarily leave their current employers within twelve months of accepting the counteroffer (termina
Don't Manage Cherries, Manage Trees!
The cherry tree is a useful sales analogy. Like a fruit tree, sales prospects must be cultivated in a certain way if they are to bear fruit. The problem is that most salespeople spend 80% of their time managing leads and trying to build relationships...managing each cherry on the tree. If the prospect doesn't happen t
There is a general belief that getting people to change their behaviour is difficult and takes a long time. I can understand this belief when there are so many examples of change taking a long time. Yet I am aware that we like to defend our beliefs and look for evidence to support them. We know that whatever we believe we will seek to make true. TV debating programmes are based upon this principle
Every business we've ever consulted tells us the same thing about their sales force. They say that their industry is different from all the others and the only effective way for their salespeople to sell is to build buddy-buddy relationships with their prospects and customers. We hear it from printers, bankers, jewelers, accountants, industrial equipment manufacturers, office equipment distributors...and every other industry that sells stuff.
The argument usually goes something like this: "You see, in our industry, people put a lot of thought into this type of decision. They just don't go out and buy from whoever has the prettiest advertisements. As a matter of fact, we still have many of the same customers from when my grandfather owned the business. Now their grandsons buy from us. You just can't change these things overnight."
Relationship Selling Is A Myth. Like all myths, there are some elements of truth to it. Yes, it's true that your customers should like you. Yes, it's true that you can't necessarily influence big buying decisions overnight. But get one thing perfectly clear - your customers buy from you for one reason: they believe you have "the best deal."
Now their definition of what's the best deal may be different from the next person's. But generally, it has a lot to do with a combination of things like convenience, quality, consistency, service, and price. Usually, about 80% of a given target market will have the same needs, the same problems they want solved, and the same attitudes about buying. If you can solve their problems in a cost effective way, then getting their business is just a matter of staying in front of their face long enough to let them know you have the answers they need.
Don't Manage Cherries, Manage Trees!
The cherry tree is a useful sales analogy. Like a fruit tree, sales prospects must be cultivated in a certain way if they are to bear fruit. The problem is that most salespeople spend 80% of their time managing leads and trying to build relationships...managing each cherry on the tree. If the prospect doesn't happen to
In the fast-paced, high-tech culture of the 21st century, you might feel tempted to experiment with flashy ads for your products or services. But, don’t give into the temptation. More often than not, the flashy and cutesy touches in advertising don’t work.What does work is a message that matches the needs, desires, and values of the people you’re trying to motivate. For example, if you driv
The argument usually goes something like this: "You see, in our industry, people put a lot of thought into this type of decision. They just don't go out and buy from whoever has the prettiest advertisements. As a matter of fact, we still have many of the same customers from when my grandfather owned the business. Now their grandsons buy from us. You just can't change these things overnight."
Relationship Selling Is A Myth. Like all myths, there are some elements of truth to it. Yes, it's true that your customers should like you. Yes, it's true that you can't necessarily influence big buying decisions overnight. But get one thing perfectly clear - your customers buy from you for one reason: they believe you have "the best deal."
Now their definition of what's the best deal may be different from the next person's. But generally, it has a lot to do with a combination of things like convenience, quality, consistency, service, and price. Usually, about 80% of a given target market will have the same needs, the same problems they want solved, and the same attitudes about buying. If you can solve their problems in a cost effective way, then getting their business is just a matter of staying in front of their face long enough to let them know you have the answers they need.
Don't Manage Cherries, Manage Trees!
The cherry tree is a useful sales analogy. Like a fruit tree, sales prospects must be cultivated in a certain way if they are to bear fruit. The problem is that most salespeople spend 80% of their time managing leads and trying to build relationships...managing each cherry on the tree. If the prospect doesn't happen t
Good research has resulted into writing this article for you, I hope it helps.The world needs to have oil for the industrial and residential uses of the many customers. For most of the countries that use this oil the oil is transported to them. The question that few of us think of asking is why are there only a few countries that are operating drilling rigs to find deposits of oil. The answ
Relationship Selling Is A Myth. Like all myths, there are some elements of truth to it. Yes, it's true that your customers should like you. Yes, it's true that you can't necessarily influence big buying decisions overnight. But get one thing perfectly clear - your customers buy from you for one reason: they believe you have "the best deal."
Now their definition of what's the best deal may be different from the next person's. But generally, it has a lot to do with a combination of things like convenience, quality, consistency, service, and price. Usually, about 80% of a given target market will have the same needs, the same problems they want solved, and the same attitudes about buying. If you can solve their problems in a cost effective way, then getting their business is just a matter of staying in front of their face long enough to let them know you have the answers they need.
Don't Manage Cherries, Manage Trees!
The cherry tree is a useful sales analogy. Like a fruit tree, sales prospects must be cultivated in a certain way if they are to bear fruit. The problem is that most salespeople spend 80% of their time managing leads and trying to build relationships...managing each cherry on the tree. If the prospect doesn't happen t
Sooner or later everyone has dreamed of quitting their job and starting their own business. Unfortunately the main thing that stops or prevents someone from making the dream a reality is usualy what I call the 'two F's', and this is 'friends' and 'funds'. You can probably understand 'funds' as a lack of money needed, but why 'friends' ? Because I have said and I have heard others over the years sa
Now their definition of what's the best deal may be different from the next person's. But generally, it has a lot to do with a combination of things like convenience, quality, consistency, service, and price. Usually, about 80% of a given target market will have the same needs, the same problems they want solved, and the same attitudes about buying. If you can solve their problems in a cost effective way, then getting their business is just a matter of staying in front of their face long enough to let them know you have the answers they need.
Don't Manage Cherries, Manage Trees!
The cherry tree is a useful sales analogy. Like a fruit tree, sales prospects must be cultivated in a certain way if they are to bear fruit. The problem is that most salespeople spend 80% of their time managing leads and trying to build relationships...managing each cherry on the tree. If the prospect doesn't happen t
It’s Inevitable sooner or later your going be faced with the daunting and sometimes confusing tasks of interviewing for a job. Whether it’s for just a job to keep your bills paid, or if it’s the dream job you’ve always wanted, there are many steps that you must accomplish in order to lock yourself in as the best candidate for the position.Most assume that the most important part of a job in
Don't Manage Cherries, Manage Trees!
The cherry tree is a useful sales analogy. Like a fruit tree, sales prospects must be cultivated in a certain way if they are to bear fruit. The problem is that most salespeople spend 80% of their time managing leads and trying to build relationships...managing each cherry on the tree. If the prospect doesn't happen to be 'ripe' at the exact moment the sales rep makes the call, the prospect is forgotten. Goes rotten. At best, he gets the annoying monthly phone call from the salesperson that invariably says, "You ready to move on those widgets yet?"
In the MYM system, you spend your prospecting efforts on the entire tree. You provide the tree with light, water, and nutrients - and it bears fruit. You provide your entire target market of prospects with information, education and knowledge until it becomes self-evident to them that you are the only logical choice when it comes to your products or services.
By the time the prospect figures out that you are the best deal, he doesn't really care who YOU are. He only cares what you have to offer HIM. When you finally sit down face-to-face, it will be to discuss details of the sale - not to 'persuade' him to do anything.
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