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Sandler Training in Calgary | Calgary, AB
 

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Customer Relationships

To support a consistently full funnel one mindset to take is thinking of our clients as prospects. By shifting our mindset that way we create two primary payoffs.

Our clients are smart people who sometime, like us, make bad decisions. They could be using bad data, misinterpreting good data to fit their hypothesis or relying on a heuristic for a mental short cut.

There is clearly a limited supply of raw materials and finished goods around the world at the moment.

 

Keeping a client is typically ten times cheaper and easier than finding a new one. Here are five powerful behaviors you can build into your account plan to support better, more profitable, and more loyal business relationships.

 

The best negotiators always start negotiation by negotiating with themselves. One of the communication tools that will help you better understand yourself and how others communicate with you is called DISC.

 

Mike Montague interviews John Rulin, author of Giftology: The art and science of using gifts to cut through the noise, increase referrals, and strengthen retention, on How to Succeed at Giftology.

Mike Montague interviews Jeff Peek, an immigration attorney, on How to Succeed at Keeping Your Clients.

 

Mike Montague interviews Shawn Nason on How to Succeed at Radical Relationships.

Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.