10.26.15

Reset and Restart the Relationship

Posted in Reset and Restart the Relationship at 12:13 am by Administrator

A sales manager realizes that one of his major clients has become a minor client. The purchases that used to flow in on a regular basis are now few and far between. What is he to do? He can either choose to hope things get better or he can work to reset and restart the relationship.

Most of us in sales have been in the uncomfortable situation of trying to figure out what went wrong. Resetting a relationship involves being able to have a face to face meeting with the principals involved, asking the hard questions, being prepared to accept responsibility and willing to change.

Here are some of the hard questions you might consider asking.
• Have I or my company dropped the ball…and please don’t sugar coat it?
•How do my employees treat you?
•What changes do we need to make?
•Who is getting the majority of your business now?
•How can I help you grow your business?
•Is there anything else?

Here is to resetting and restarting!

Regards,

Brian