Fire Bad Clients?

Written by Steve Waterhouse


Continued from page 1

We can't focus onrepparttar winners until we shedrepparttar 139437 losers. Help your company win by understanding what makes a good client. Be willing to turn down bad business even when it means a big commission. Help your company win by following Isaac's example. It's your client. Makerepparttar 139438 call.

For a free copy of "5 Steps to Firing a Client", email article7@waterhousegroup.com and ask for article #7.

Now go find some good business for your company!

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits. He can be reached at 1-800-57-LEARN or steve@waterhousegroup.com.

Re-Print Permission This article may be reprinted in it's entirety ifrepparttar 139439 following conditions are met:

The complete tag withrepparttar 139440 author's name and contact information is included immediately afterrepparttar 139441 article. A copy ofrepparttar 139442 printed article is mailed torepparttar 139443 author at 1467 Walnut Creek Drive, Orange Park, FL 32003 within 30 days of publication. The article is presented in a positive light as part of an appropriate business related publication.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits.


I'll take it

Written by Steve Waterhouse


Continued from page 1

Identify all those departments inrepparttar buying company who might see value in your offering. Make sure they know what you are proposing and get them to be internal advocates for your solution. When you get a large enough cheering section, itís like having a ďhome teamĒ advantage.

3. Include your value in your proposal and quote.

Too often, we make our value propositions in a face to face discussion withrepparttar 139413 buyer. Then, when we believerepparttar 139414 sale has been made, we formalizerepparttar 139415 number in a quotation or proposal. In many cases, one or more people may review this before it is signed off. Evenrepparttar 139416 best sales people get blindsided by a last-minute influencer that was not disclosed earlier. When that person seesrepparttar 139417 numbers with no sense ofrepparttar 139418 value, they may rejectrepparttar 139419 proposal as over priced. Head this off by adding torepparttar 139420 proposal, a summary ofrepparttar 139421 value that you andrepparttar 139422 buyer agreed on.

This isrepparttar 139423 subject of chapter 12 of my new book, The Team Selling Solution: Creating and Managing Teams that Winrepparttar 139424 Complex Sales. Click onrepparttar 139425 link to learn more about it and to hear a sample ofrepparttar 139426 book on CD.

So what about Bill and that $12 deal?

The customer had called Bill because he wanted a supplier who was open longer hours than his current supplier. Billís company is open 24-7-365. He told Bill why he wanted to switch and that he was currently paying $13 and bought thousands each year. Thatís when he offered Billrepparttar 139427 business at $12.

Billís mistake?

He failed to see thatrepparttar 139428 customer was currently paying $13 for less service and wanted more. The customer saw value in Billís hours of operation. If Bill had asked whyrepparttar 139429 extended hours were so important, he would have learned thatrepparttar 139430 customer was paying overtime to work withrepparttar 139431 other companyís shorter hours. This move would save them many timesrepparttar 139432 cost ofrepparttar 139433 service. Bill could easily have justified an increase to $15 and still wonrepparttar 139434 contract! His failure to see his value cost his company thousands of dollars and cost him some nice commissions.

Remember: Think Value and Win More Sales

For a free copy of "20 Questions That Uncover Your Value", please email article18@waterhousegroup.com and ask for article #18.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits. He can be reached at 1-800-57-LEARN or steve@waterhousegroup.com.

Re-Print Permission This article may be reprinted in it's entirety ifrepparttar 139435 following conditions are met:

The complete tag withrepparttar 139436 author's name and contact information is included immediately afterrepparttar 139437 article. A copy ofrepparttar 139438 printed article is mailed torepparttar 139439 author at 1467 Walnut Creek Drive, Orange Park, FL 32003 within 30 days of publication. The article is presented in a positive light as part of an appropriate business related publication.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits.


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