How to Use Promotional Products
Giving away imprinted promotional products is one of the most tried and tested methods of brand promotion. Carefully selected promotional items which best reflect your company's ethos and meet your target audience's needs help enhance your brand awareness significantly. Click on the title to discover 10 easy to follow steps.
How to Turn a Relationship Into a Sale
Sales teams that focus on relationships quickly learn the value of providing personal and professional value to clients rather than focusing solely on the sale.
The impact of relationship building with your customers may surprise you. Ferrazzi Greenlight's study of 16 Global Account Teams (PDF) showed that these strategic, relationship-focused teams grew their accounts at least twice as fast as regular transactionally-focused account teams. This happened despite the fact that the relationship-focused teams worked on the company's largest, most mature accounts - the most difficult to expand rapidly because they were already so large.
Why? People do business with people they know and like. And people like people who focus on their success. That means a sales call is a success if it advances your customers' cause and builds the relationship, not just if it closes a transaction.
This won't be news to most salespeople, who excel at building relationships. What can be hard for many sales people is turning the ongoing conversation of a relationship into a transaction.
The good news is that transactions often happen as a matter of course when sales teams focus on building great relationships with generosity.
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