CURRENT GREEN SALES SHEET
Cost of Ignoring Clients
by Luke Larson
I HAVE WORKED WITH DOZENS of companies over the past several years and have been surprised at how many concentrate more on client acquisition than they do on client retention. Sales managers often make the mistake of focusing their team on acquiring new accounts (cold calling) rather than nurturing their existing accounts.
While cold calling (new business development, client acquisition, prospecting) certainly has its place, giving it paramount importance over growing your current client base may not be prudent over the long haul.
Your client base represents your most valuable asset. Itís a veritable gold mine with abundant, untapped sales revenue potential. Most salespeople simply scratch the surface when it comes to mining their client base for additional business.
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If Youíre Not Selling . . .
by Michael Dalton Johnson
Are you working hard, but not getting the results you want? If youíre
a professional salesperson and youíre not selling, it could be because:
You are boring. Do customers cut you off in mid-sentence, or
jump in when you pause for breath? Chances are, youíre boring
them. Paint a vivid picture and put them in it; use an example or
interesting case history to illustrate your point. Whip out some
visuals to show them how much they will save.
You insult their intelligence. "Mr. Jones, would you like to save
money on your long distance phone bill?" Polling prospects with
lame questions in an attempt to get them to say yes is manipulative
and insulting. Instead, ask open-ended questions to elicit their
needs. Treat them with respect by tailoring your questions to their
company, industry and circumstances.
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Top Dog of
"If you're running into trouble cracking into corporate accounts, most likely the root cause is your failure to clearly articulate the business outcomes that customers realize from using your products, services or solutions. " —Jill Konrath
Jill Konrath is a top sale strategist who helps b2b sales pros develop fresh strategies to engage their crazy-busy prospects. Jill authored the classic, Selling to Big Companies and bestselling SNAP Selling. You can download her prospecting tool kit here.
Tested and Proven Ways to
Make More Sales!
Sales Winner's Handbook gives you well researched and tested ways to make more sales. You'll quickly gain the professional inside sales skills to find and interest prospects and get them buying. This is the same sales tools developed, tested, and used by FORTUNE 500 organizations. Get them. Use them. Cash in with more sales.
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Don't Get Left in the Dark.
Board Room or Dinner Table, You Need This Book
The definitive guide to reading body language.
Great in sales situations or at the dinner table.
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Break a Few Rules and Build the Career
of Your Dreams
The problem with "conventional wisdom" is that it's not always wise. It's often off target, outdated, or just plain wrong.
However, when you practice a little creative rule breaking good things start to happen.
The rules below are explained in Rules of the Hunt and brief case histories and examples are given.
"To say that Rules of the Hunt is one of the most unusual business books I've ever read or reviewed would be an understatement." - Ivana Taylor, Editor, Small Business Trends
• Steal good ideas
• Never pay full price.
• Get off the phone.
• Avoid meetings with more than three people in attendance.
• Raise your prices and sell more.
• Avoid writing memos.
• Look at business as a form of playing.
• Don't tell people what to do. (There is a much better way to get what you want.)
• Turn down invitations to business lunches.
• Drop in unexpectedly on your competitors.
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"One of these top dog secrets can earn you a fortune."
These classic books feature the advice of America's leading sales and business experts. FREE Shipping.
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