Solidifying a Sales Relationship the Hard Way
It’s snowing and your car breaks down. Oh, and it’s 2 a.m. And you haven’t showered in days, so you smell. And you are miles from home. And you’re out of gas.
Who ya gonna call?
Looking at the names in your phone’s contact list, you determine that the person closest to your location is not exactly the person you are closest to. That is, you’re more acquaintances than you are friends.
Did I mention that it’s snowing?
So, you dial and a groggy “Hello?” picks up. You apologize and explain the problem. “Is there anyway you could rescue me?” you ask. Without hesitating, you hear “Absolutely” and shortly after that, you are safe and warm.
And this acquaintance suddenly moves up several places on the respect-o-meter.
Problem-solving does that.
The best way for you to solidify a client relationship is by jumping at the chance to fix a problem. When something goes wrong with an order, think of that stranded driver and race to fix it. You’ll find that you can end up better off because of the problem than if things had gone smoothly.
Hear what Nathan O’Donnell from Eye/Comm Inc. had to say about my online training programs:
- On the instructors: “Bill Farquharson and Kelly Mallozzi are truly great instructors and leaders in this industry.”
- On the quality: “I’ve learned more about sales during this course than in 5 years. I’ve taken 9 pages of notes on this course and I know I’ll be referring to them to grab some ideas.”
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Bill Farquharson can be reached at (781) 934-7036 or email@example.com
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