Cracking Accounts

Module

This module is based on the book Cracking Accounts and features AIM, ARM, and ENGAGE as the essential selling skill habits that are guaranteed to improve performance.

Testimonial

"Your presentation hit home,...it was a realistic view of their world with pragmatic solutions, everyone was able to relate to the discussions,..the communication excercise was very good, the concept of MUDA also hit home,..workshop was very good and right on target." Dave Domino President Liberty Roofing Center
Jim Ambrose Workshops

Relationships in selling.

May 12, 2018

Developing a pleasing and friendly relationship with the customer is a common approach by most of today's business to business salespeople.    It has been the common approach for many years.    Often I would be told by a salesperson that a particular account was hard to crack because the buyer has a strong relationship with the salesperson fromanother firm, being the competitor.  

SO WHAT?  Most of those relatonships will not endure a better salesperson and supplier.  A salesperson that approaches the sales call prepared to engage the customer with valuable information, follow through on open items and consisitently present new ideas and problem solving products will beat the competitor that is relying on their relatonship with the buyer to continue to enjoy a large share of the business.

This is really good news for the business that invests in sales training and operations to be superior in how they conduct their sales calls and transact customer orders.    Most relationships can be cracked by being the best supplier.

Jim Ambrose