Long Term Customers With New Needs
Most sales people have experienced that moment when a customer says, “Oh, you have that? I just ordered one from someone else!” Often this happens because we have failed to continue to treat existing customers as prospects.
Even with a reliable customer, we may miss opportunities when our [...]
April 29 - May 2, 2011 • Chicago, IL
Tag Archive: trust
Using Sales Techniques in Relationship Management
Bring Wine to the Picnic
Another brilliant observation from Chris Brogan:
Conn Fishburn from Yahoo gave me a great analogy for thinking about social media marketing when we spoke at IBM’s Research Headquarters in New York last year. He said, “Bring wine to the picnic.” In this case, Conn was talking about the idea that if you show up and try [...]
The Building Blocks of Successful Interaction
I just wanted to share this with you:
Charlie Grantham and Jim Ware, writing at The Future of Work, share some thought on the building blocks of interpersonal interaction:
In our experience effective communication is made up of three basic qualities: trust, connectedness; and relatedness.
Trust is the most basic quality.
Trust is an emotional thing. It comes when [...]