“I have the money to buy and the time to discuss with you because I want to get this solution now from your company.” said no client ever.
But you would love to hear it, right?
This phrase compresses the result of overcoming the five most common reasons that clients invoke when faced with a business proposition:
Industry 4.0 was the title of the 2015 edition of CeBIT fair. Economy and The Internet of Things were the main themes of the event and discussion rolled around digitalization. Nexus Electronics felt at home between the tech solutions presented the past week. Zimplu CRM, The Uncomplicated CRM Solution got to stand straight in front of visitors among great competitors and represent our company and Romania proudly.
The official site of the trade explained in the after show report that “The beneficiaries of this year's enhanced business focus included some 3,300 exhibitors from 70 nations.”
When it comes to growing a business, many entrepreneurs focus on getting new clients and forget about client retention strategies. Not attending your existing clients' needs can cause your business to downgrade revenue significantly. It is possible to keep it going constant for a while, but not for long.
New clients coming and going will taint your reputation and cannot take your business to a satisfying, peak level. We discussed some strategies concerning this issue in a former article about clients' loyalty.
But how do you know if your strategy is fruitful?
On the business battlefield, the salespeople are your knights, the force that brings you the victory of signing a client. But first, you have to train them well about how and when to attack.
The manner of selling by following those three steps applies to almost 90 percent of the situations. Your salespeople can be taught to follow these steps, how to adapt to different situations and how to be prepared for a meeting with a prospective client.
For a successful sales meeting train them well to:
As a business owner, you probably do realize that more and more people pass the technical and psychological test in your recruitment process, but hiring them does not seem to bring more value to your business. There is still the 20% of your sales team that provide the 80% of revenues. The 80-20 is a valid rule, but you should wonder why this is happening and what makes the 20% special. Believing it or not, it’s emotional.
We, at Nexus, started by interviewing salespeople and following our instincts or just trusting them for the job. Turned out that many of the trusted persons left the job shortly after being hired. Then we decided to recruit by testing their logical skills and the results were similar. By trial and error, we found the best way to expand our team: we now test for logical thinking and a high EQ.