We are living in an age of incredible change and some instability. Organizations are undergoing massive changes including reorganizations, re-engineering, downsizing, mergers, acquisitions, market conditions, software and hardware changes, and new management. This rapidly changing workplace demands adaptability on the part of salespeople. Old ways of doing things often no longer work. With change comes […]
If your customers do not perceive the value in what you are selling, they will most likely buy from your competitors. Focusing on the “drivers” that influence your customers’ perceptions of value can help you position your product or service as a solution to the challenges they face. Here are their primary concerns: Financial. Your […]
Most companies think they have a solid business and marketing strategy. In fact, it may be a good or even great strategy, but the reality is many strategies can be a gamble if not properly approached and developed. Common reasons include: Basing strategies on wrong assumptions and gut feelings versus having a clear understanding of […]
Here are eight suggestions that will help you to launch an effective customer communications plan: 1. Structure a plan for each customer that combines modern technology with personal, direct communication. 2. Set a schedule for customer contacts and mark them on your calendar. Make adhering to this schedule an absolute priority. 3. Take time to […]
1. Not preparing for the call. You must know your customers, the marketplace, and the customers’ competition, and you must read one or two business periodicals per week. 2. Using poor opening statements. Buyers today want to purchase from people they trust, people they know, and people who excite them. When on the phone, sit up, shoulders back, […]
