TITLE

Keep the customers you make

AUTHOR(S)
Tracy, Brian
PUB. DATE
November 2003
SOURCE
Sell!ng;Nov2003, p1
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
Discusses the significance of creating and keeping a customer. Discussion on how to develop and maintain long-term customer relationship as the foundation of the salesman's success; Importance of showing the client of one's genuine interest to succeed; Reason for helping the customer solve his problems, achieve his goals or satisfy his needs.
ACCESSION #
11573319

 

Related Articles

  • How to Turn On Turned-Off Customers. Gitomer, Jeffrey // njbiz;11/18/2002, Vol. 15 Issue 47, p36 

    Presents pieces of advice on how to deal with clients or customers. Recommended approach to initiate customer appreciation; Significance of giving incentives to salespeople who are dealing with former clients.

  • Who's Listening? Withers, Robert // Sales & Service Excellence Essentials;Jun2012, Vol. 12 Issue 6, p12 

    In this article, the author looks at the sales personnel doing their job for mere profits and neglecting the actual needs of the customers.

  • Manage your strengths - and weaknesses - to minimize rejection.  // Sales Insider;1/4/2013, Vol. 7 Issue 151, p2 

    The article recommends ways for sales professionals to increase positive outcomes and minimize rejections from customers dealing with topics like scheduling cold calls and spacing high satisfaction tasks.

  • How's Your Empathy? Von Bergen Jr., C.W.; Shealy, Robert E. // Training & Development Journal;Nov82, Vol. 36 Issue 11, p22 

    Stresses the importance of empathy in improving corporate customer relations and enhancing customer satisfaction. Tips for the proper handling of customer complaints; Importance of an empathic response from the salesperson; Implications for management and customer services.

  • Don't turn off customers: Be careful what you say.  // Sales Leader;4/10/2006, Vol. 12 Issue 2, p4 

    The article presents a variety of the worst things a sales personnel can say to a customer that unintentionally send the wrong message. Do not put the burden on the customer by having them call the company back, and make it your responsibility to get back to the customer. Replace the question,...

  • Making a Good Sale Is a Thing of Beauty. Grant, Ken // Travel Agent;9/28/2009, Vol. 335 Issue 7, p53 

    The author discusses the objective of Travel Agent University (TAU) in making good sales. He states that the objective will help someone to relate product features to customer desires, anticipate cutomer objections, and expand sales horizons to satisfy more customers. He adds that good sales...

  • Fielding Customer Complaints. Michelson Jr., Michael W. // American Salesman;Dec2005, Vol. 50 Issue 12, p22 

    Presents suggestions for salespeople on dealing with customer complaints. Need to encourage feedback from customers; Consideration of complaints as a way to provide customer satisfaction; Use of consumer complaint as an opportunity to extend good service to maintain a cherished relationship.

  • Customers For Life! Boe, John // American Salesman;Sep2009, Vol. 54 Issue 9, p7 

    The article discusses the importance of customer relationship and follow on service in promoting both customer retention and revenue growth. It states that since customers have different personalities, they should be treated based on their behavioral styles. It notes that another way of building...

  • Dissatisfied customer vents his rage at seller -- is the next sale already lost?  // Sales Insider;8/19/2011, Vol. 5 Issue 118, p1 

    The article offers advice on what to do when a customer rages against an equipment he has just bought, the proper sale of which will impact the next. It shows a sales professional who stays calm, explains, reassures, but will not loose control. It says while it is important to be as obliging as...

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics