by Steve Shepherd | Jun 6, 2012 | Sales
Communication Communication equates availability. Once you have educated your client and begun the collaborative process through your accessibility, then providing your client with a continued line of communication is your key to success. Without this last component,...
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 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...
by Steve Shepherd | May 9, 2012 | Sales
If a prospective or current client doesn’t understand your product or proposal, it would be useless to further the discussion without clarifying what is being presented. So, when an objection indicates that the prospect lacks understanding, you need to put on your...
