by Steve Shepherd | May 31, 2012 | Sales
Collaboration Once you have provided an education to your clients on your particular process, then working hand-in-hand with your clients is probably the most important step in the entire progression of the project. The clients have made their decision to work with...
by Steve Shepherd | May 23, 2012 | Sales
Nearly 25 years ago, early on in my professional sales career, I had a piece of paper handed to me by the president of the company I was working for. As we sat in his office this one particular day, he detailed the finer aspects of sales…relationship building, to be...
by Steve Shepherd | May 11, 2012 | Marketing, Sales
Say ‘thank you.’ Clients need to be appreciated! It’s not enough just to throw out a quote and bind their policy. Don’t rely on your clients to tell you when there is a problem. Actively solicit feedback from your clients on how you and your staff are doing. Regularly...
by Steve Shepherd | May 11, 2012 | Leadership
Lead by example. Ask…and then, listen. Give meaningful feedback. Set manageable goals. Get involved. Put your staff first. Pursue criticism. Improve your own self development. Delegate responsibly. Listen again....
by Steve Shepherd | May 10, 2012 | Sales
What you say within the first few minutes of your conversation is the one thing that will set the tone for the balance of the sale. Your job is to make the client feel wanted. Your job is to make the client feel that they are the only one you care about. Your job is...
