Building Relationships with Customers

Building Relationships with Customers

So, you have created a customer, you’ve actually sold something, and you have some money in the bank.  Feel free to celebrate and luxuriate in the good feelings that bubble out of you.  That’s one of the fringe benefits to selling – it feels great when you succeed....
5 Sales Strategies to Develop Accounts

5 Sales Strategies to Develop Accounts

Salespeople are most successful when they use proven sales strategies to develop accounts. It makes sense. Rarely will you make one sales call on someone and then never see them again. More likely, you will come to know these customers. You can’t expect to sell...
Capturing the Difficult Key Account

Capturing the Difficult Key Account

How do I sell to an account that is firmly in the hands of a competitor – a difficult key account? In one form or another, I hear that question at almost every sales seminar I teach.  It’s a great question, reflecting one of the most perplexing and frustrating...