Building Great Client Relationships

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.

Leave a Reply

Your email address will not be published. Required fields are marked *

Search Articles

Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).