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Category: Sales
A “must do” for good relationship management
I received a call at 3:00am the day before Mother’s Day: It was my sister, and she informed me that Mom had passed away peacefully just a few minutes before. The news was not unexpected. She was 90, and suffering from lymphoma.
The next day I was approached by a fellow usher at our church service. Her name was Eileen, and she wanted to express her sympathy for my Mom’s passing. I said thank you, and considered that to be the end of the conversation. It wasn’t. With intense interest and her eyes sparkling, she asked me, “What was she like?”
It all starts with connection
If you were reading my last blog post (4/22) on relationship management, you may be saying to yourself, “That’s nice to get to know people well find out all about them, but I don’t have time. I am in retail, and the more transactions I have, the better it is for my job” OK. Makes sense. How can we compensate for this?Read More…
Three key characteristics of a profitable relationships
A top performing sales professional knows how to lead and manage the sales process plus manage their time well. They also manage what is most important – the relationship.
Several years ago a research company interviewed a large sampling of happy clients. These customers had been with their vendor for many years. They were asked the question: “What are the most important reasons for your loyalty? Here are the top three responses received:Read More…
All things equal…personality wins!
I was attending a workshop in the early 1980’s at a hospitality convention and the subject was, “Hiring the right people”. The charismatic facilitator had us all deeply engaged. Just at the magic time, he asked, “What is the most important characteristic to look for when hiring someone to work at the front desk?” We all poked around with our answers. When we didn’t guess it, he revealed what he believed to be the answer: “Personality”
Take the frustration our of asking for referrals
Do you ask for enough referrals? Most sales professionals do not. I think I know why: It can be awkward and frustrating.
Surveys have consistently shown that 60-70% of our new business comes from referrals. So how do we manage this gold mine?