Ensuring repeat sales and developing a long-term relationship with clients revolves around one simple but rarely completed equation — Promise = Performance. While getting the first sale involves making promises, securing the second sale requires keeping them. Salespeople often feel they will lose a sale if they don’t promise enough, but often lose out on [...]
Ensuring repeat sales and developing a long-term relationship with clients revolves around one simple but rarely completed equation — Promise = Performance. While getting the first sale involves making promises, securing the second sale requires keeping them. Salespeople often feel they will lose a sale if they don’t promise enough, but often lose out on [...]
At a time when most marketing goes straight into the buyer’s bin, many sellers are overlooking the cheapest and most powerful of all marketing — customer references and case studies. In a sample of companies we reviewed only 50% were actively using testimonials in their marketing, while only 40% were actively seeking customer referrals or [...]
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