The Selling Solutions "Get And Keep Customers" Podcast: Recent Episodes
Jerry Pilkey
THE SIMPLEST JOB DESCRIPTION FOR A SALESPERSON IS TO “GET AND KEEP CUSTOMERS” This sounds pretty simple but trying to balance between keeping our existing clients and generating new ones is no easy task. To accomplish this, we must have a plan, a blueprint for success, one that is practiced and followed EVERY day. No business budgets for decreased revenue. Status quo is unacceptable, growth is an expectation. It is your responsibility to cultivate new customers and nurture them. In other words, Get and Keep Customers"
The underlying theme of the "Selling Solutions Get and Keep Customers Podcast" is exactly that, to get and keep customers. This episode will help you do both. How much do you know? How much do your customers expect you to know? And shouldn't you meet all of your customer's expectations? If you want to secure more business and retain that business at your price, have a listen.
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There are 2 ways you can grow your business. One is much easier and more time and cost effective than the other. While the title may suggest it, I am not suggesting that you stop prospecting. You can never stop, it is an integral part of territory management. BUT, if the goal is immediate revenue and profit growth, there is a more impactful way to do it and it is right in front of you.
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What if there was a way that you could actually make more money by giving up commission? Make more money by making less? If it is your goal to make more money (and who doesn't want to?), have a listen!
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PART 3 - All successful salespeople enjoy longstanding, sustained relationships with their customers based on credibility, trust integrity. This type of "Trust Based Relationship" is earned by practicing a combination of professional and ethical behaviour and a non offensive sales approach that demonstrates a true intention to add value to their business. Once achieved, a mutually beneficial relationship in which price is NOT the only determining factor, is enjoyed. This 3 part podcast containing 10-sales generating principles will help you get there.
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PART 2 - All successful salespeople enjoy longstanding, sustained relationships with their customers based on credibility, trust integrity. This type of "Trust Based Relationship" is earned by practicing a combination of professional and ethical behaviour and a non offensive sales approach that demonstrates a true intention to add value to their business. Once achieved, a mutually beneficial relationship in which price is NOT the only determining factor, is enjoyed. This 3 part podcast containing 10-sales generating principles will help you get there.
Send in a voice message: https://anchor.fm/jerry-pilkey/message
PART 1 - All successful salespeople enjoy longstanding, sustained relationships with their customers based on credibility, trust integrity. This type of "Trust Based Relationship" is earned by practicing a combination of professional and ethical behaviour and a non offensive sales approach that demonstrates a true intention to add value to their business. Once achieved, a mutually beneficial relationship in which price is NOT the only determining factor, is enjoyed.
This 3 part podcast containing 10-sales generating principles will help you get there.
Send in a voice message: https://anchor.fm/jerry-pilkey/message
The success of any sales activity will be defined by the strategy of the sales activity. For every sales action, the telephone call, the email, the personal visit or even the video call, decide in advance EXACTLY what you want to achieve. Plan for the action. Have a goal or a desired outcome in place that will confirm your success.
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Managing price expectations is difficult. Most salespeople have a tendency to answer the price question with a price thinking that they are eventually going to have to answer the question anyway. Yes, you will have to quote a price, that is inevitable BUT, the message in "Your Price Is Too High" is "don't ever quote price until you have established value". Don't get caught in the "how much? too much" scenario. Establish value early on in the sales process.
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The story of Poor William, a sales representative that talked a lot more than he should have and listened way less than he should have.
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