- Generate Sales Leads for Your Clients through Cross-Pollination
Today’s business-to-business, products and services, dealer/distributor can unfortunately by seen by many as simply a commodity - easily replaced by another. If you allow your customers to have that perception of you, it is your own fault. But why might so many people think you are simply a commodity? It is because you have not provided any value to your clients beyond that which your competitor delivers. It’s time for your creativity to kick in. It is time to do something different. - Partner Selling: Serve Your Customers & Be Rewarded
Partnering is the contemporary order of successful business! Gone, are the days of adversary relationships for sustained success. Today salespeople and companies alike need to become partners with their customers for unrelenting sales. To be more than just another vendor, glide into Partner Selling. - What Can Your Customers Do for You?
At a certain point, when you, the manufacturer or distributor, have done all that you can for your customers; given the best discounts, the best service and they want more, it's time to turn the paradigm around. If you take a close look at your total offering, you might find that you've bundled your products and services into a single lumbering package. If you look close enough, you might find that some 'value-added' things you offer do not provide the value to your customers that you expect. And, they take it any way. They say, "It's free isn't it?" No, it's not free, and it's your responsibility to educate your customers! - It Doesn't Work for You, But You Want Me To Buy It?
In a retail store, your potiential customers are watching how you treat other customers. Do a good job and win more customers. Do a poor job and you take a double hit. Learn why you must serve all your customers. - Long-Term Selling - The Relationship You Build, Is More Important than the Pressure Close
Do you want to sell more? Sure you do. But, the question is, "What prices are you willing to pay for your long-term success?" Are you willing to give up instant gratification? Many sales people are not. Why would you even consider delaying the gratification a sale, especially if you sell on commission? For your sustained selling success, I believe it is infinitely more valuable to your selling career to put off the slippery sale today, for a lifetime customer.
|
