Are You Just Another Sales Call to a Prospect?
The Situation Gina is the lone salesperson for a printing company. Her firm is highly competitive and offers fast and sophisticated services. The problem is, so do a lot of other companies. Her industry is overcrowded. To illustrate how this can affect a sales call, here’s a snippet from a phone conversation with one of […]
Will You Keep Your Good Customers in the Coming Year?
The Situation: How to Achieve Customer Retention and Growth with Q4 Sales Skills? One of your sales goals in the new year is to solidify your relationship with current customers and expand the business you do with them. Yet you may have the problem many salespeople experience: There is a limit to how much discounting […]
What If a Customer Badmouths You?
The Situation Darius sells precious gems to jewelry stores. One of his prospects, Jane, is a buyer for a small chain of mall stores. Jane was scheduled to attend a gems and jewelry trade show, but Darius could not attend. Fortunately (or so he thought), one of his good customers would be at the show. […]
Your Customer Tells You She Wants to Replace You!
The Situation: How to Avoid Losing a Customer? It’s not a good day for Craig, who sells electronic instruments to various industries. Today he’s meeting with Sonia, one of his customers, to discuss a regular monthly purchase. Craig is about to learn that he is on the verge of losing a customer. Sonia reveals that […]
How Can You Keep the Business When Your Contact Leaves the Company?
The Situation Tony is attending a retirement party for one of his earliest customers, John at Stellar Industries. The two got along so well, they became friends. They often had lunch together, and once, they took their families on a vacation cruise together. They rarely disagreed when doing business. So, Tony is thrown off somewhat […]
Is That Agreeable Prospect Actually Going to Sign With You?
The Situation Jenna sells wholesale office supplies to businesses. She has called on prospect Andy several times in recent months. He seems to like her company’s products. She hopes that Andy will commit to a contract today: Andy: You want coffee? It’s about the only thing your company doesn’t provide (laughs). Jenna: I’m fine. Andy, […]
Why Isn’t Your Customer More Responsive?
The Situation Penny is really excited. She sells security systems for businesses, and her firm is introducing an advanced 3-D facial recognition feature that her customers can add to their security systems. Penny has been calling all of her clients, including Arthur, who is responsible for security at a financial organization. Penny: . . . […]
Is What You’re Saying What They Want to Hear?
The Situation Chris is a sales rep for a web hosting business. Julia, the office manager for a law firm, is looking for a new web host and was referred to Chris’ company. After a short phone conversation, they set up a meeting. As Chris introduces himself and starts to familiarize Julia with his company, […]