The Situation It was the perfect storm. Anton’s company shipped the wrong parts to a good customer, Jeff. Unfortunately, because of a family emergency that day, Anton couldn’t be reached all morning. Jeff almost had to shut down production. When Jeff finally made contact, Anton was apologetic and quickly got the correct parts to Jeff…
The Situation Joanne is a salesperson who does business from time to time with Martina. Joanne’s company is running some sales specials that she thinks will interest Martina. The trouble is, Martina screens her phone calls by letting them go to voicemail — not an uncommon practice these days. Apparently, she never picks up.
The Situation Maggie is a sales rep for a company that sells plastic bottles and jars to manufacturers. She regularly calls on Aaron, whose company produces a wide range of mustard products in jars. Part of Aaron’s job is negotiating with Maggie and other suppliers, but his boss, Stephen, must approve all final contracts. Maggie…
The Situation Michelle sells contracts for copy machines to all kinds of organizations. Today she is meeting with a vice principal, Emil, who is negotiating for his private school. He makes it clear that he is talking to a number of vendors. The two are trying to discuss the school’s needs, which leads to talking…
The Situation Phil is a sales rep for a large painting contractor that specializes in hotels and motels. He checks with his clients regularly to be sure that they are happy and his service is first-rate. Right now, he’s making the rounds, offering a promotional opportunity for hotels willing to sign long-term contracts. Missed Out…
The ability to handle objections effectively from both prospects and clients is a skill that can put your sales force ahead of the competition. Even a long-term customer may rethink a relationship with a provider if objections aren’t handled to complete satisfaction. This example shows how a simple technique may help.
Companies that win in the marketplace succeed not only by signing new customers, but also by doing the right things to maintain and grow current customers. Often, this gets down to salespeople establishing strong, collaborative relationships over time. To do this successfully, solid behavioral skills can be learned. Here’s an example of the difference taking…
While the competition is intense for today’s sales organizations to acquire new clients, it’s equally important to retain current clients. One of the strongest advantages of Q4 collaborative selling is building strong interpersonal relationships that can withstand outside efforts to entice clients away. It’s not difficult to learn the key concepts. Here’s an application of…
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