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Hub You - Don't Just Close Sales - Close Relationships
How Companies Are Like FamiliesLike a family, a company is a group of people who have an ongoing relationship with one another. Companies have several things in common with families:1. Families have distinct ways of communicating and degrees of togetherness. For example:• Communi
Everyday I meet small business owners who delegate their marketing responsibilities to a third party and tell me “oh, our marketing guy handles that.”“Handle what?” I ask, then they usually tell me “oh our advertising and other stuff”.Whether you like it or not, whether you perform acti
Selling is not about only closing the current prospect on a particular product or service that solves one of their pressing problems, needs or desires. It is about building a trusting relationship and partnership with them, by becoming a resource, and helping them solve their on-going problems, or satisfying their continuing and evolving needs and desires.
You must first evaluate your selling intent or philosophy underlying the sales process, and how it impacts your ability to close this sale and the future relationship.
If your focus is on the short term vs. the long term, your intent is most likely only on moving products or services now. If your intent is to develop a long term mutually beneficial relationship with this new prospect, you may not sell this order, but that does not prevent you from beginning to build a positive relationship that can one day end in success.
It also depends on how you choose to define a successful sales relationship. All relationships, sales or otherwise, are dynamic. They are either getting better or getting worse. In order for a relationship to be getting better, there are several areas that need constant attention. They are: trust, respect, acceptance, integrity, communication, intent, the relationship direction, personal agendas and a willingness to make the relationship work.
It takes more time, resources and energy to generate a new customer than it does in keeping an existing one. It is also easier to do more business with a present customer than it is to find more new ones. What is your approach? Are you investing a greater proportion of your time and resources to continue to find new business, or to satisfy, develop and keep existing business? I agree that a continual flow of new
Networking is one of the most important skills you must learn in business. More money is made from your networks than any other marketing medium. To build your network you must learn key networking skills and become a Master Networker. Every Master Networker has ten key characteristics, if you do n
You must first evaluate your selling intent or philosophy underlying the sales process, and how it impacts your ability to close this sale and the future relationship.
If your focus is on the short term vs. the long term, your intent is most likely only on moving products or services now. If your intent is to develop a long term mutually beneficial relationship with this new prospect, you may not sell this order, but that does not prevent you from beginning to build a positive relationship that can one day end in success.
It also depends on how you choose to define a successful sales relationship. All relationships, sales or otherwise, are dynamic. They are either getting better or getting worse. In order for a relationship to be getting better, there are several areas that need constant attention. They are: trust, respect, acceptance, integrity, communication, intent, the relationship direction, personal agendas and a willingness to make the relationship work.
It takes more time, resources and energy to generate a new customer than it does in keeping an existing one. It is also easier to do more business with a present customer than it is to find more new ones. What is your approach? Are you investing a greater proportion of your time and resources to continue to find new business, or to satisfy, develop and keep existing business? I agree that a continual flow of new
One of the most unavoidable issues of the holiday season is the office party. The office party sounds innocuous enough, until you realize that you have a group of people gathered together, who are letting their guards down and imbibing hazardous amounts of alcohol, which is never a good combination.
It also depends on how you choose to define a successful sales relationship. All relationships, sales or otherwise, are dynamic. They are either getting better or getting worse. In order for a relationship to be getting better, there are several areas that need constant attention. They are: trust, respect, acceptance, integrity, communication, intent, the relationship direction, personal agendas and a willingness to make the relationship work.
It takes more time, resources and energy to generate a new customer than it does in keeping an existing one. It is also easier to do more business with a present customer than it is to find more new ones. What is your approach? Are you investing a greater proportion of your time and resources to continue to find new business, or to satisfy, develop and keep existing business? I agree that a continual flow of new
Do you manage by walking around? What do you see? People excited about their job or people just going through the motions? Here are seven ways, that do not cost much if anything, to turn the “it’s just a job” employee into one that is powered up and willing to give their best every day.Sp
It takes more time, resources and energy to generate a new customer than it does in keeping an existing one. It is also easier to do more business with a present customer than it is to find more new ones. What is your approach? Are you investing a greater proportion of your time and resources to continue to find new business, or to satisfy, develop and keep existing business? I agree that a continual flow of new
We all have a device right close at hand that allows us to contact the media. It's called a telephone. Alexander Graham Bell went to so much trouble to invent it and we don't use it nearly enough.Awhile ago I approached a reporter about a story using one of my restaurant clients. He like
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