In sales, one of the biggest challenges in converting a prospect to a customer or a customer to a client is getting more “face time” to continuously explain our value proposition. This is where most sales folks fail. Most sales folks, even seasoned professionals, don’t appreciate the importance of creating “excuses” to get back in… Read More
Tag: Client
In my last blog article, I recalled a story from the early days of Proforma, and how a client’s request for 12 spiral rings led to earning a million-dollar customer with 50 percent gross profit. Here’s a story of another million dollar win. Back in those early years building Proforma, my practice was to get up… Read More
Placing Service Ahead of Sales: A Way to Increase Your Reoccurring Revenue
You’re calling on a new customer… do you lead with sales or service? Obviously, you want the sale, especially if you work on 100% commission. But, are we missing the art of providing customer service at the point of the sale? Do you find out what the customer actually needs, or do you lead in… Read More
Take One for the Team: How to Enjoy Sporting Events When You Don’t
Sometimes you have to do things you don’t like or fully understand, but that’s no excuse for not making the most of every situation. Say, for example, you don’t enjoy sports, but your biggest client is a die-hard football fan or well known for discussing deals on the golf course. What to do? Some would… Read More