Our value selling training advice for improving your sales? Dump the time wasters.
You know who they are…they are the customers most unlikely to buy.
All
of us in sales are guilty of keeping contact with customers we “hope” will buy
one day or improve their behavior. But we should instead be realistic about the
likelihood of a deal or more balanced relationships with these time wasters and
spend our energy working with the customers we know and love. These are the
customers with whom we have established a trusting relationship…customers who
know and appreciate what our product/service can do for them. They buy on a
regular basis and do not argue over price or terms because they are convinced
of the value that we consistently provide.
Rather
than trying to simply increase your contact list, weed through it. Develop an
“A-list” of those customers who deserve your time and who will happily give you
referrals. Because you don’t need to start the sales process from scratch,
referrals from satisfied customers are the most efficient way to develop your
business.
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