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Hub You - Losing the Big-One: Salvaging Lost Accounts
Charismatic communication demands a transaction between speaker and listeners, and, as with most forms of fair-trading, customer satisfaction is predicated on exchanging things of equal value. For example, in exchange for a piece of electronic equipment at your local electrical store, you hand over its alleged value in dollars. In effect, the salesman buys your money with the piece of equipment.Similar dynamics apply when you seek to buy people's commitment to your proposals or ideas. So, what currency do you need to use to purchase attention and a fair hearing from your audience? The currency comes in three denominations:1. Discovery 2. Groundwork 3. Dialogue<
Ok, you're on your way to realizing one of your life's greatest accomplishments: a college degree. Now it's time to get a job. The job application process can be long and stressful; with everything from application forms, resumes and cover letters to write to aptitude tests and assessment centres to face. But the final hurdle, the interview -- is where is where it starts getting really tough.That's why it's essential that you understand what employers are looking for in college students looking for full-time positions and internships before you go for your interviews. In this article, you'll find the top 5 questions asked to college students and ad
Hard words to hear. That big deal, the account you’ve been courting for months, has fallen to someone else.
“We appreciate all the time and effort you put into your bid. It was quite professional.”
Yeah sure, they really appreciate your months of grueling work, but not enough to actually write you a check. You feel like you’ve just been elected the mayor of Loser-ville.
So what do you do now? At this crucial point, many salespeople make one of two mistakes: they either forget about this big potential customer (and the time invested) forever or they make some desperate move that further cements their fate as the Company That Couldn’t. “Hey wait-a-second Mr. Prospect, are you really mentally prepared to give me a final no? Hello?…. Hello?” (Never comment on a prospect
eBay sellers can develop a strong business by selling urban clothing.With over 60 million registered users on eBay, there is a significant potential customer base for urban clothing.If the same proportion of urban customers exists on eBay as in the brick and mortar world, there can be millions of customers for urban sellers.Before delving into selling urban clothing on eBay, it is important to understand why a customer would buy it on eBay.Urban wear is among the most expensive categories in the apparel market. Combine that fact with the average age of an urban apparel customer and you will understand one of the reasons why urban wear is purchas
“We appreciate all the time and effort you put into your bid. It was quite professional.”
Yeah sure, they really appreciate your months of grueling work, but not enough to actually write you a check. You feel like you’ve just been elected the mayor of Loser-ville.
So what do you do now? At this crucial point, many salespeople make one of two mistakes: they either forget about this big potential customer (and the time invested) forever or they make some desperate move that further cements their fate as the Company That Couldn’t. “Hey wait-a-second Mr. Prospect, are you really mentally prepared to give me a final no? Hello?…. Hello?” (Never comment on a prospec
Relax. I’m not advocating any illegal activity or compromising behavior. However, consider this. Whether you’re a sales professional positioning a product, a corporate executive proposing an idea or you’re networking for your organization...are you not also selling yourself? If you’re not for sale or horrified at the notion, keep reading. You may find some compelling reasons to consider a shift in thinking.Recently I participated in a local networking event. I spent the morning with insurance agents, telecom sales representatives, and other individuals representing a wide variety of business interests. As one would expect, each participant took a turn sharing a
So what do you do now? At this crucial point, many salespeople make one of two mistakes: they either forget about this big potential customer (and the time invested) forever or they make some desperate move that further cements their fate as the Company That Couldn’t. “Hey wait-a-second Mr. Prospect, are you really mentally prepared to give me a final no? Hello?…. Hello?” (Never comment on a prospec
Many multi-million dollar deals begin with the exchange of business cards. The establishment of a trusted business relationship go through the stage of introduction, customer acquisition, and customer retention. At each stage of customer relationship management, the little card is the bridge between you and your clients. When you first meet a prospect, the business card is your greeting card. When you work on a deal with a prospect, that little card is a door to your business world - where they will find the phone number to call you to ask for more information or go to you website to do the research themselves. When you work on a project with the clients, that little car
If there was a restaurant in your town that was physically attractive and clean, had a pleasant variety of entr?es on the menu, served food that was prepared in an attractive manner, and the service was outstanding--the maitre’d greeted you by name, remembered which was your favorite table, stopped by later to inquire about your needs and satisfaction, the waiters and waitresses bent over backwards to make your dinner a pleasurable experience and always treated you as if you were their most important patron--would you be willing to pay a little more than other restaurants charged?Many of us will pay a more to obtain better treatment. Why? Today, outstanding customer s
One thing that separates a good salesperson from a great salesperson is the ability to become a backup vendor. In essence, positioning yourself as the secondary supplier for the account sets you up to continue to build a relationship with the client, to someday win that business. Most companies want to have depth in their supply chain. Everybody likes to have options. Few clients will deny your last request.
“Sure, whatever.”
Maybe they don’t sound sincere, but they’ve just given the invitation to keep the relationship alive. Now you can go to work showing them what a great vendor you could be. One key thing to remember is to never criticize the company t
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