Building Customer Relationships
Are you wasting your customers’ time? Or adding value every time you call on them? In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with you than they were just a year ago. Time is more precious today than ever before, and your customers are feeling the…
Read MoreThis week, one of my clients asked me this: “Are outside salespeople obsolete?” He is the CEO of a distributor who specializes in automation equipment. He had just lost three field salespeople and was thinking about replacing them. “What kind of person should I look for,” he asked, “in light of the recent and radical changes in the economy?” While his need…
Read MoreMyth or fact? You can save time and make more money by going after those clients who can spend more money than the ones you currently have.
Read MoreQ. What do you do when a customer becomes abusive with you? Loud, screaming, and personally threatening?
Read MoreWhat to do when business declines from your high-volume customers, and the relationships are no longer as profitable as they once were.
Read MoreIt doesn’t matter how we feel about the customer. What does matter is how the customer feels about us.
Read MoreBy Dave Kahle Q. I recently gained an order from a new customer for 10 items. We back ordered four of the ten. My customer is quite upset with me and my company’s purchasing agents. Our relationship is strained because of someone in my company’s poor performance. What would you do? A. Ah. The proverbial “backorder” problem. What would we…
Read MoreHow to follow up on a sale, an article for B2B and wholesale distributor sales people by Dave Kahle.
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