RAZOR BRANDING BLOG: Winning Sales Strategy?

Winning Sales Strategy?

The old adage that you can attract more flies with honey than vinegar seems pretty quaint in this day and age.

Yet there are some sales people who need to be reminded of this principal.

It seems to me that if someone is giving you less business than usual you have only a few choices on how to proceed.

Assume they are a lost customer and take them off of your mailing list

Assume that there is a problem and ignore it

Assume that they are now in a relationship with your competitor and get mad about it

Or, and I know this next one is a little crazy,


Ask them to lunch.
Ask them what has changed with their business.
Ask them what they need that you aren't providing.

Mostly, just ask.

Why would you assume and then react?

If you want to know why you are no longer getting business from them, ask them. Find out why. You might be really surprised about what you hear.

But, I can guarantee you that you will never know if you don't ask.

Jaci Russo
Sr. Partner


Anonymous said...

As always, simplicity rules. I think there is an aversion to confrontation in business (and in life, generally) that keeps people from asking questions. You make a great point in questioning why one would "assume and then react." People who have the confidence and social savvy to open up dialogue will always stay ahead of those who don't. That's why social media is so controversial, most people who are using it are focusing on the medium and not the message (with apologies to McLuhan), whereas the ones who use it to open up discussions and, as you point out, simply ASK questions, are seeing the value in it.

Good stuff Jaci.


Jaci Russo said...

Thanks so much. Appreciate the feedback. I think you summed it up perfectly. Simplicity Rules.

It's amazing to me that people are so afraid of socmed - they want to broadcast a message, not engage in a conversation. The ones that do it right will really benefit from it.

Thanks for stopping by.


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