Not all satisfied customers are loyal. In fact, according to Bain and Company, 60% or more of customers who disappear, score themselves as satisfied or very satisfied just prior to switching suppliers! The good news is that you have a choice.
Become the Only Choice
As an Executive Sales Leader, do you recognize your role, have the tools and demonstrate the necessary behaviors to drive consistency across your organization? It isn’t difficult to be consistent; however, there are key ingredients that must be maintained to be successful.
Did you ever really sit down and review why you didn’t close a deal, win a contract, hit your forecast or achieve your annual sales target? I mean a truly introspective look at what you “thought” would happen versus what “actually” happened. I realize that we all admit that we learn from our mistakes, but do we really change our behaviors to expect different outcomes?
In a 15-minute meeting, Bill’s life changed dramatically. Bill had just lost his largest account, Lassiter Logistics, resulting in a $1.5 million loss in revenue to the company and $90k in commissions to Bill. “How did this happen?” he asked himself repeatedly in a state of disbelief. “They loved me!” Did they?
What does 'client ready' mean? We can all come up with our own definition of 'client ready.' Key words: polished; well thought out; proofed and prepped; your finest work. I think you get the point. So, what does it take to be client ready? Follow these six important steps.
A relationship that is more like a rope than a string is much stronger and helps to reduce overall client risk.