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Casual Articles - Losing the Big-One: Salvaging Lost Accounts
They say that life begins at 40 (whoever the proverbial ‘they’ are), and they’re right, it does. It begins to go downhill fast! That’s if you happen to find yourself unemployed in the 21st century at 40 plus. I found it a demoralizing nightmare looking for work because about 90% of my job applications didn’t even get replies. That’s diddly squat, zero, zilch. The thing that hurt the most was that there were plenty of vacancies around, but it appears they had already made their mind up on the age range. It’s not legal to specify age preference where I come from but it doesn’t mean employers are obliged to hire the experienced fossils.After a few months of feeling s
Planning for the Internal AuditThe key to an effective, thorough and value added internal audit is in the preparation. If internal auditors are spending one to two hours preparing for an internal audit, it is not enough time. To properly prepare for an audit, it should take twice to three times that. If the actual audit time will take an hour, there should be at between two and three hours spent in preparation. A good rule of thumb to spend about two and half times as much time in preparation as the audit will take. Often times, auditors plan for a two hour internal audit and spend 1 hour preparing which leads to them running out of questions about 30 minutes into the
Hard words to hear. That big deal, the account you’ve been courting for months, has fallen to someone else.
“We appreciate all the time and effort you put into your bid. It was quite professional.”
Yeah sure, they really appreciate your months of grueling work, but not enough to actually write you a check. You feel like you’ve just been elected the mayor of Loser-ville.
So what do you do now? At this crucial point, many salespeople make one of two mistakes: they either forget about this big potential customer (and the time invested) forever or they make some desperate move that further cements their fate as the Company That Couldn’t. “Hey wait-a-second Mr. Prospect, are you really mentally prepared to give me a final no? Hello?…. Hello?” (Never comment on a prospect's mental health).
One thing that separates a good salesperson from a great salesperson is the ability to become a backup vendor. In essence, positioning yourself as the secondary supplier for the account sets you up to continue to build a relationship with the client, to someday win that busine
You are probably familiar with the traditional fruit baskets and flower settings used as business gifts in today’s modern corporate world. But a new trend is developing in corporate gift giving that adds a whole new dimension to business relationships – the business wine gift.As it is customary for business associates to exchange gifts on occasion, an alcoholic gift has been frowned upon in the American business scene. But as business relationships become closer and on a more personal level, a wine gift is becoming much more acceptable.Is a Corporate Wine Gift Appropriate?Because of business teachings in America, the mixing of work and alcohol h
Yeah sure, they really appreciate your months of grueling work, but not enough to actually write you a check. You feel like you’ve just been elected the mayor of Loser-ville.
So what do you do now? At this crucial point, many salespeople make one of two mistakes: they either forget about this big potential customer (and the time invested) forever or they make some desperate move that further cements their fate as the Company That Couldn’t. “Hey wait-a-second Mr. Prospect, are you really mentally prepared to give me a final no? Hello?…. Hello?” (Never comment on a prospect's mental health).
One thing that separates a good salesperson from a great salesperson is the ability to become a backup vendor. In essence, positioning yourself as the secondary supplier for the account sets you up to continue to build a relationship with the client, to someday win that busin
An industrial adhesive is defined as anything that is used in a fastening or bonding application in any manufacturing industry. There are several different types of adhesive that are used regularly – epoxies, hot melt, sealants, acrylics, thermostat and silicon adhesives. And something many of us are familiar with - cement and mortar are also considered to be industrial adhesives.Different industrial adhesive types have different properties or features and can be used effectively for different purposes. Some adhesives have particularly good bonding qualities – for example, hot melt adhesives which can be repeatedly softened and hardened by alternate heating and coolin
One thing that separates a good salesperson from a great salesperson is the ability to become a backup vendor. In essence, positioning yourself as the secondary supplier for the account sets you up to continue to build a relationship with the client, to someday win that busin
Everyone wants to be the Teacher• This is a very important concept and if used well, can get you good information and build rapport with your customer. • For instance in qualifying a buyer, ask open ended questions about their job or the area they live in. Let them expound on their life. • As to getting information-if you need technical data regarding building permits, etc, tell the person in authority (with the needed information) that you need their Help (this always works) and then let them teach you. • It’s a great concept and it’s why we like to go on and on about what we know.Who motivates the motivator?• At times it can get pretty lonely out there
One thing that separates a good salesperson from a great salesperson is the ability to become a backup vendor. In essence, positioning yourself as the secondary supplier for the account sets you up to continue to build a relationship with the client, to someday win that busin
Organizational structure can inhibit or foster creativity and innovation. The problem with organizational structure though, is that it is resultant of many factors, including history, organic growth, strategy, operational design, product diversity, logistics, marketing, client base, supplier base and so forth. Therefore, what managers need, are not recipes for complete structural change, but insights into the properties of fostering structures that can be adapted into the existing structure.To start, it is useful to analyse the preferred structures against the not so preferred. There are many definitions of types of organizational structure, but one example is:
“Sure, whatever.”
Maybe they don’t sound sincere, but they’ve just given the invitation to keep the relationship alive. Now you can go to work showing them what a great vendor you could be. One key thing to remember is to never criticize the company that won the business. If you talk bad about the winning competitor, you are criticizing the customer’s recent decision. Calling your potential customer stupid is not an effective sales tactic.
Next, find out exactly why you lost the deal. People typically don’t have much trouble telling you where you went wrong. If they balk, tell them that to be an effective backup vendor, you want to know more about their specific needs. Before long, you find out what you did wrong – and what you need to do right – to eventually get the business.
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