promise

3 Moments That Shape Customer Relationships

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Three decisive moments shape customer relationships. 1. The “First Contact” Moment During your first meeting with a prospective customer, keep your company’s introduction brief so more time is available to ask questions that reveal the prospect’s story, their needs, and why resolving them is important for their progress. What barriers are constraining that progress? Then, propose a couple of possible solutions to demonstrate how your company’s experience, offerings and commitment can resolve their immediate challenge, while also contributing to …

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Promise Makers and Keepers

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For customers, it’s your sales person who creates the first impression of your business. If that person listens more than talks, probes to discover why resolving a need is important, and proposes multiple viable solutions that address the customer’s aspirations as well as their stated need, then it is highly likely that the customer will want to do business with your company.  The effective sales person appreciates that she or he will continue to be the primary face of your …

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3 Attributes That Increase Your Value to Customers

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Bob Schultek Author of The Gauntlet In a commoditized market, why do customers choose to build enduring relationships with some suppliers? It’s all about the strategic value you produce for them. Customers cite 3 attributes that increase your value: 1.   Reliability Customers expect you to keep your promises—it’s the price of admission into the relationship. If your team makes it easy to do business, perhaps delivering exceptional service as well, then your value is increased. What …

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3 Questions People Ask About You

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Bob Schultek rschultek@staging.elfin-bead.flywheelsites.com 216-272-4449     People take action because it benefits them. If you’re a leader or a salesperson trying to connect with others, your focus must be on them. It’s a simple truth that is often forgotten. Your target audience will ask themselves 3 questions to discover your intentions: 1. “Do you care about me?” Mutual interest is the impetus for establishing a connection. Trying to learn another person’s perspective regarding a shared goal or concern …

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The 3 Key Moments of Enduring Customer Relationships

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It’s no secret that enduring customer relationships are grounded in what the customer believes about your organization – how they feel about your commitment to their success. There are 3 decisive moments that validate the value and endurance of your customer relationships. Doing more than expected during these 3 key moments strengthens the customer’s trust in and reliance on your company, profoundly influencing why they continue to choose you. Your “First Contact” Moment: Customers care …

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Getting Paid

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Until you get paid, contracts are just promissory notes. You deliver the product or do the work based on a promise of payment. Your customer likely expects to pay you. Use these 3 tips to help them keep their part of the deal: Don’t extend credit to new customers without an assessment: If an order will have a large impact on your bottom line, run a credit check before signing a contract, and seek a …

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3 Factors That Persuade Customers To Choose You

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In this age of limited time and unlimited access to information, customers want more than better, faster and cheaper. They specify 3 factors that persuade them to choose you.  Customers seek to learn if you are more interested in helping them make money or in taking their money. They choose you once they sense your commitment to their success, and evaluate your motivation using these 3 criteria: Sharing valuable insight about market trends. Customers understand …

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3 Decisive Relationship Moments

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For sales people seeking to build enduring customer relationships, there are three decisive moments. Acting with empathy and urgency during these key moments will earn you the customer’s enduring preference. 1. The “First Contact” Moment: Invest the majority of your time learning your prospect’s story, needs and goals. They want to tell you, so ask them. Then, explain how your company’s offerings produce value that resolves their problem and contributes to their success. Prospects become …

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Technology vs. Accountability

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Increasingly, we rely on technology in our lives. We need it to compete. We need it to optimize the use of our time. Some have become addicted to it, disabling their human interactions. But despite our best efforts, technology cannot replace personal accountability. Humans are clever. We’re always looking for the next tool to simplify our lives. Some hope that technology will solve all their problems. We await the new pill that allows us to …

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Three Ways to Ensure You Get Paid

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An order is no good unless you are paid for it. Sales folks are often compensated for the orders they book. This makes sense – without orders, there is no business. But getting the order is only part one of the transaction. Getting paid creates the profit to compensate the salesperson, and everyone else. Proficient salespeople realize that they share responsibility for ensuring that their company gets paid for every order they book. Follow these …

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