Note: This is the only Article of the 28 that does not easily translate to sales strategies or tactics. The best that comes to mind is the continued presence and continued management of client relationships when your sales duties and responsibilities require you to reduce the time spent with existing clients.
Keep your extraction plan secret. At some point, your sales responsibilities will require that you reduce the time you spend with your clients. Remember, they have seen salespeople come and go. You must build the client’s confidence in your supporting staff so that your absence does not present your competitors with the opportunity to score a high-profile hit, or recapture the client’s allegiance by scare tactics that convince them that you will not be there to ensure they achieve results. Resist the temptation to withdraw, and ensure you have a communication plan that supports the client’s confidence.
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"In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall."
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