Archive Monthly Archives: July 2008

What your Clients Expect of You…

Hey guys,

Here’s a list of expectations that your clients have of you. I collected these whilst running a seminar in Australia back in the 90s and I am happy to say that they are as relevant today as ever.

Good Relationship
Trust
Consistency
Certainty
Needs will be met
Quality
Profitability
Knowledge
Relate-ability
Reputation
Good Person
Time (Attention)
Confident
Loyalty
Respect
Competence
Solutions
Professionalism
Value
Fun
Support
Availability
Honesty
Education
Likeability
Reliability of Product
Reliability of People

Funnily enough a lot of these can apply to kids as well. The important thing to note is that some of the above are explicit as in the client will clearly state their requirements and some are implicit. These are the ones that you need to watch out for because in many cases they are more important than the explicit ones.

Live with passion,

Brett Alegre-Wood

5 Positive Outcomes from a Relationship Sales Contact…

Hey guys,

There are only ever 5 outcomes from any sales call. The one you want to steer clear of is the Continuation. Let’s take a look:

• Sale – This is the end result of what we want to achieve. Congratulations.

• Advance – This simply means that the client is moving through the information process and has advanced to the next stage.

• Continuation – This means that perhaps the prospect has not advanced but they have not declined either. Unless you are making advances you are in sales limbo.

• No Sale – This simply means one of several things. Determine which one and move on to the next stage.

• No Contact – This simply means you have not made contact with your prospect. Mark your diary and be sure to follow them up.

Live with passion,

Brett Alegre-Wood