People - One on One

Module

The People One on One module adds to formal compensation review or job descriptions. It is a superb Tool to improve behavior when used by itself or in tandem with a formal program. This Tool Kit is very effective in improving everyone's performance.

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it's great to get 5 Fundamentals/Branch Manager Second Edition...I had the 1st Edition ...love your books... I still use your selling techniques...Call Packet...Audit...Huddles...you name it...I still have all the workbooks...I'm Looking at my Sales Management for the Branch Manager workbook right now...I'm always talking Jim Ambrose this Jim Ambrose that... Keep up the great work Jim
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Jim's Blog

Posts for Tag: sales excellence, sales training, new customers, sales relationships, busines to business selling,

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