Salespeople's Practical Guide

Author: Mary Nellor (USA), Susan Grecik, translated by Lin Yixuan, Luo Yaxuan
Publisher:
Publish Date: 2005-05-01
Features: Is it difficult to get your first deal? What about the next one? How do you usually develop new customers and retain existing ones? Pick up your financial reports and find the correlation between costs and benefits. You will often discover an easily overlooked fact: whether you make more or less money really depends on who you do business with. Therefore, in other words, what we should be doing is smart transactions. So, there is very good reason to cherish those key customers who bring us real profits. "The Salespeople's Practical Guide" is a professional book that helps you enhance goodwill with customers, build positive interactive relationships, and create common points of interest. It doesn’t teach you to treat customers hierarchically, but you do need to make differentiated judgments. Because treating your customer base "equally" is not a good thing. Sometimes, sweet words are needed to retain your favorite customers, but when faced with unprofitable customer relationships, you also need to cut to the chase and clean up your best customer file to maintain healthy customer relationships. Through the essence of the entrepreneurial author Mary Nellor, a self-made entrepreneur renowned in the U.S. service industry, and the storytelling by Susan Grecik, senior contributing writer at Inc magazine, readers can not only learn from the experiences of most entrepreneurs but also compare diverse real-world marketing cases. They can synthesize various "strategies to capture key customers" and build a "lover-like" relationship with customers, jointly creating a future vision for both parties. How to maximize customer value and systematically focus on key customers requires not only sharp insight and dedication but also learning from others' paths and hardships to accumulate personal expertise and fully utilize it. This book provides a complete and rich experience, teaching you to reasonably and effectively evaluate customer value and enhance business profitability. We believe that after reading this, you will find it highly rewarding.