When I ask salespeople why their customers change vendors the number one answer I get is price. But when you look at B to B surveys the reality is much different. One survey I saw showed that only 15% left because of dissatisfaction with the product or price. The REAL number one answer – 67% of customers leave because they don’t feel valued by the vendor.
How do we fix this? Well one way is to develop better relationships with our customers.
So fasten your seatbelts, it’s going to be a bumpy ride when Scott and Bill discuss Quickly Creating Rapport and much more on episode 436 of the Get in the Door Podcast.
Do you know the art of creating rapport?
Order “The Art of Prospecting: Your Guide To Get In The Door” is finished and is available in all formats. I’m really excited Steve's book is finished. It’s his life’s work and I am confident it will help take your skills and abilities to the next level. MORE HERE>>>https://theprospectingexpert.com/buy-book/
Learn sales and prospecting secrets to get in the door and close more sales!
So fasten your seatbelts, it’s going to be a bumpy ride when Scott and Bill discuss Quickly Creating Rapport and much more on episode 436. It includes these topics:
- How to build relationships
- Continue to expand your base
- Respect their time
In our book study this week we are discussing Chapter 9: “Beyond the Gatekeeper”, How to Break Through the Block, in the book Beyond Selling Value: A Proven Process to Avoid the Vendor Trap by Mark Shonka and Dan Kosch.
This week’s Sales Quote: “Wise men speak because they have something to say; fools because they have to say something.” ― Plato
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Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/
Scott “The Professor” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com
- Buying Steve Kloyda’s book – The Art of Prospecting:Get In The Door – CLICK HERE
- FREE Sales Tactic: Don't Take Customers for Granted
- Book study: Beyond Selling Value. Amazon – CLICK HERE
- Scott's Webinar: Selling is Your Reputation in Action
- Bill's Video: 2 Minute Selling Tip #14 : Avoid Me?