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Don't lose your customers (but if you have to... do so gracefully!)

Nobody wants to lose a customer but it happens. For one reason or another customers choose to go somewhere else to do business. If we treat our customers properly we won't lose many. Sure some will leave for a cheaper product or service but you get what you pay for. Sometimes a customer leaving is just not within our control.

Here are some things that are in your control:

Great customer service
Consistent follow up
Fast response to problems or issues
Great products and services
Excellent relationship building

Sometimes even doing all of that is not enough to keep a customer. When a customer leaves your business for another you have to handle it with grace. Although it is disappointing to lose a customer it is very important to preserve the relationship. Chances are, if you have done all of the right things, they will come back. Burning a bridge not only ensures your customer won't come back but they'll tell everyone else not to. We have all been hot under the collar about a customer leaving or losing a deal but it is not worth ending a relationship on a bad note for. Sales is as much about integrity and understanding as it is about making money.

Maintain high standards and hold to a good value system and you will win more than you lose!

Good Selling,

Eric

Quote of the day (March 30, 2007)

Entrepreneurs are simply those who understand that there is little difference between obstacle and opportunity and are able to turn both to their advantage.

- Victor Kiam

Quote of the day (March 28th, 2007)

No sale is really complete until the product is worn out, and the customer is satisfied.

- L.L. Bean American Businessman, Founder of L.L Bean's

The Road To Burnout (Five reasons for sales burnout)

There is a high rate of burnout in sales. It happens for different reasons. Some are avoidable and some are not. Here are five reasons why burnout occurs in sales people...

1. Too much pressure put on sales reps

- Sales managers often take the joy out of sales by putting unnecessary pressure on their people. It is normal to have pressure in sales but too much will eventually breed resentment toward sales.

2. Not suited for sales

- Just because someone is good at sales does not mean they enjoy it. Many sales people are just in the wrong profession. Doing something that you dislike (even with success) everyday will inevitably lead to burnout.

3. Lack of recognition

- Most (if not all) sales people need or want to be recognized for their success'. They feel energized by getting a sale and being acknowledged for it. While being rewarded financially is great, being recognized for a good achievement can mean even more.

4. Stagnancy

- Selling the same thing over and over again without any change in product or responsibility can lead to burnout. Sales people in general, like to be challenged. Doing exactly the same thing everyday can strip motivation away.

5. No creative freedom

- Every Sales person has a different style of selling. We are all unique and our sales styles reflect that. Being boxed into someone else's idea of the "right way to sell" will take the enjoyment out of sales for them. Being restricted means eventual resentment.

Thankfully, four out of five of these causes of burnout can be avoided. Sales managers need to always be aware of these catalysts for burnout. It will keep your sales reps happy and producing.

Good Selling,

Eric

Quote of the day (May 25th, 2007)

Show class, have pride, and display character. If you do, winning takes care of itself.

-Paul Bryant

Quote of the day (May 24, 2007)

Whether you think that you can, or that you can't, you are usually right.

- Henry Ford