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PEAK Sales 203-264-1197 | Trumbull and Farmington, CT
 

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Customer Relationships

Match and mirror the way your customer communicates and the customer will think you are speaking their language. Be prepared with the necessary tools to speak to all three NLP types.

Top performing companies know that they don’t have to compete on price because they have a secret weapon that their competitors don’t have.

So much time and money is spent identifying new prospects and closing deals that the current client base often gets ignored. Keeping your clients happy is foundational to the success of any business and the least cost option of sustaining revenue.

During one of their coaching sessions, Jason asked his manager Ellen if she could think of one area he could work on over the next 30 days that would result in a dramatic and rapid improvement of his closing numbers. He was surprised at how quickly she answered.

Ellen suggested: “Learn to speak three more languages.”

If we want to achieve successful results with patients, we must always be conscious of how to adjust our behavior to meet the unique preferences of the other persons. This is critical in providing excellent patient care and customer service.

We spend a lot of time coaching sales professionals and management teams on lead generation and client acquisition. Building the pipeline, getting appointments, getting past gatekeepers.  An area where companies need to direct their focus toward is managing and delivering to their current prospect and customer accounts. We use the KARE strategy.

It’s a generally accepted notion that acquiring a new customer is more expensive than retaining an existing customer. Add to that fact a sluggish economy where businesses are scrutinizing budgets and considering alternative suppliers, and it’s easy to understand why it’s important to have a customer retention strategy in place.  So, let’s look at five follow-up strategies you can implement to cultivate a closer relationship with your customers. 

As Sales Professionals, we can't think of many prospecting options that we enjoy more than a busy Trade Show floor. Why? Where else can you get so much practice? Where else can you interact with multiple prospective clients each hour? Where else do you have people approaching YOU about your products or services?

On the other hand, you must be really effective at engaging people in conversation, and in the RIGHT conversation, to assure your Trade Show success.

Customer service is an interesting aspect of any business. Whether you call it inside sales or customer care, your frontline employee may have the most difficult job in the company. Do you find that your most difficult customers and situations are handled by your least trained and lowest paid employees first? Have you ever cringed when listening to one of your frontline people on the phone? Do you find your staff to be too strict with the policies or too loose?

What beat goes through your head when you're making your pitch, delivering a proposal or asking for a decision maker's support on your project? Is that beat working for or against you? If you're like a lot of people I talk to, there are times when you walk away from these situations with a sinking feeling that the TIO (Think-It-Over) you got is really a NO.