When the selling/problem solving process is done well, both buyer and seller can be satisfied with the final price. To earn your price, and leave the customer feeling satisfied with that decision, preparation is the key. Use these 3 methods to maximize preparation: Start early. Ensuring that both parties will be satisfied when the deal is done begins with your decision to do more than resolve a customer’s current pain. Early in the discovery process, …
[separator top=”40″] Earning your customer’s commitment requires many steps, and Grolistic has teamed up with SalesFitness™ to create 6 video resources highlighting successful techniques that produce thriving customer relationships. Your proposed solution often requires the successful completion of many intermediate steps that may affect multiple shareholders within the customer’s organization. The following video provides guidance to earn the customer’s commitment to your proposal by summarizing points of agreement, presenting options and winning when the customer wins to establish the …
[separator top=”40″] Earning your customer’s commitment requires many steps, and Grolistic has teamed up with SalesFitness™to create 6 video resources highlighting successful techniques that produce thriving customer relationships. Your proposed solution often requires the successful completion of many intermediate steps that may affect multiple shareholders within the customer’s organization. The following video provides guidance on how to earn the customer’s commitment to your proposal by summarizing points of agreement, presenting options and winning when the customer wins …
[separator top=”40″] Earning your customer’s commitment requires many steps, and Grolistic has teamed up with SalesFitness™ to create 6 video resources highlighting successful techniques that produce thriving customer relationships. Your proposed solution often requires the successful completion of many intermediate steps that may affect multiple shareholders within the customer’s organization. The following video provides guidance on a means to earn the customer’s commitment to your proposal by summarizing points of agreement, presenting options and winning when the customer wins …
As businesses grow, their organizations become more complex. Responsibilities are divided to drive productivity and goal achievement. Department leaders become endowed with control, which they then strive to protect. The fear of losing control often causes these leaders to erect barriers. Barriers promote bureaucracy, inefficiency, low morale and failure by shifting the focus away from the organization’s goals to a concentration on departmental needs. Full engagement with customers is hampered by competing priorities within the …
Defeating Commoditization Tom was concerned that his business was becoming increasingly commoditized. More and more often, his customers were specifying what they wanted, as if they were reading from a product bulletin. Tom’s sales team was generating quotes in response to these requests. There was little dialogue with the customer beyond responding with price and delivery, or reacting to some competitor’s quote. I asked Tom: “What makes your business unique…what offering do you own? Why …
Winning When Your Customer Does Early in my career, one customer abruptly ended a meeting when I spent more time talking than I did listening. He said, “We’ve been meeting for more than 15 minutes and you have not yet asked a question about my business, my goals or my problems. I don’t need your products – I need solutions. Come back when you can add value to our discussion.” This was a tough but …
Empowering Your People To Create Value In today’s economy, we are evermore dependent on technology to accelerate responsiveness, increase productivity and enhance service. Yet as our dependence on technology grows, so does our thirst for human connection. This phenomenon is called the “High Tech-High Touch” trend, first described in the early 1980s by John Naisbitt in his book MegaTrends. Just recall a time when you had a crisis or critical question, but could not connect …
