Customer relationships

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10 prospecting practices that discourage potential clients

Maciej Sasin   Sell it in English 4/2018

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?

7 habits of a highly effective networker

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?

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B2B client loyalty

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?

When a customer stops buying

Rafał Mróz   Sell it in English 1/2018 Tylko on-line

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?

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