It’s sometimes easy for sales professionals to take their client relationships for granted, and vice versa! Even when you already have a good working client relationship in place, you can’t help wanting to take it to the next level, and that means earning more of the business your clients are giving you. Here’s a good question to get the ball rolling:
If you could enhance one thing about our business relationship, what would it be?”
This one question gives you and your client a chance to reflect on what you’ve accomplished so far working together, explore how your client relationship can improve, and how both you and your client can add more value to your business dealings in the coming months. This is the key to turning good client relationships into great ones.
Paul Cherry is a coach, speaker, consultant, and best-selling author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions that help “galvanize” successful customer relationships. For the past two decades,he has worked with more than 1,200 organizations and businesses in a wide array of industries. Paul has been featured in over 250 online pubs and print magazines, including Kiplinger’s Personal Finance,Selling Power,Investor’s Business Daily, and Inc. magazine. His published books include Questions That Sell,Questions That Get Results, and The Ultimate Sales Pro.
Paul is founder and president of Performance Based Results, which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada, including 175 of the Fortune 500, and 1,000-plus entrepreneurial, cutting-edge companies looking to dominate their niche markets.