In trade, we meet with different clients, including people with disabilities. So, it is worth finding out how to avoid awkward situations when contacting a customer with a disability.
Premium customers are very demanding. One of the fundamental elements which can decide success or failure in the luxury goods market is good research on the type of premium customers you are dealing with, what affects their purchasing decisions and their expectations of sales and service.
Prospecting - the process of finding potential clients - is one of the salesperson’s most difficult tasks. It often requires conversations with unpleasant clients, and involves refusal and rejection. Interestingly, the clients themselves don’t like it either. Why? Because they don’t like salespeople? Or perhaps because salespeople apply practices that discourage potential clients?
More and more often, we hear that in order to achieve strong sales, we need to build a large and strong network of contacts - to have people whom we can call and who can call us if they need advice, information, recommendations, or just a push in the right direction. So how do we build contacts which will create the social capital from which we can reap some profit?
Getting a new client doesn’t mean they will stay with you forever. Holding the client using provisions in the sales agreement isn’t a good solution either. What can you do to ensure that the business relationship you’ve built lasts for a long time and allows you to build a healthy business based on predictable income?
If the products actual value was the deciding factor in making a purchase, all products on Amazon would have the same price – the lowest one. Naturally, it is not the case, but still we fear a “This is too expensive” answer from the client. How to maneuver in a situation like this?
Some of the most important factors in B2B sales is knowing how to get to the right person in the company. And how to skip the secretarial barrier and avoid falling into some of those traps.
Every company has its fair share of unsatisfied clients, who for some reason are considering to move on or have already done so. When a new provider comes along, one who can convince them that the risk is lower and the results are better, they will leave instantly – what can you do then?