More self-confidence for sellers: customer love does not rust


Work well, plant 500 trees! About us make the Working World more Human and Ecological, so we donate Revenue for Certified Afforestation. As Publisher Best of HR - Berufebilder .de® you can unique Book Concept, on Demand eCourses and News Service we share 15 years of Experience with our Customers (Samsung, Otto, State Institutions). By the Top 20-Blogger Simone Janson, referenced in ARD, ZEIT, WELT, Wikipedia .
Copyright: Artwork created as part of a free collaboration with Shutterstock. ,

There are three reasons why sellers lose customers: The customer dies or goes bankrupt. They did a bad job and pushed the customer away. Or the competition did a good job and pulled the customer away. And now?

old love


Text as PDF, book or eCourse on the topic or personal advice

Here writes for you:

Dirk Kreuter's Profile dirk-kreuterDirk Kreuter is one of the most influential thinkers on sales, sales and acquisition.

Profile

Once lost, always lost?

  • In the first case you can actually get nothing more.
  • In the second case, you owe it to the customer to offer him compensation.
  • And in the third case, it's yours Company guilty of regaining the customer.

Now, however, many sellers say: A customer who has jumped, does not want anymore. He did not quit for nothing. He has had bad experiences with our offer and is now so annoyed that no ten special offers would return him. Once lost, lost forever. - Perhaps you think. But that's not true!

Recapture customers

Research shows that it's much easier to win back customers than to win new ones. Even if they leave you: At one point these customers were convinced of your offer. In any case, there is a relationship between you.

And familiar things are easier to handle than to adapt to something completely new. You can take advantage of this natural persistence of thinking here. Maybe it was just a trifle that bothered the customer - something that can be fixed.

Tip: Text as PDF (please read the instructions!) Download or for a little more Book on the topic with discount or eCourse book. Actions or news via Newsletter!

No fear of the conflict

Resist the malfunction: Leaped customers do not come back. The fear of going to lost customers is not rational. Actually, the only fear here is fear. The fear of a conflict.

I'm not kidding: If you call the annoyed customer, then you get your ear full first. The former customer tells you little about what has disturbed him so far in your company, your offer, your service. You can not get around this confusion.

Listen carefully!

So what? Are you so tender that you can not stand it? This is the chance for you! You just have to listen attentively. Because from his litany, you can already see how you can recapture the customer.

As soon as he gets rid of his anger, he waits for your reaction. This is your opportunity: If you are honestly apologizing now, take the opportunity to repair the relationship. By providing a concrete compensation to your customer and asking him exactly what the service / offer should look like in the future so that we can get back into business?

The door is wide open!

That's it. Thus, the door is again wide open. Your customer will be surprised by your interest in him and also be a bit flattered. After all, it is the pure appreciation that you bring to him.

Tip: Text as PDF (please read the instructions!) Download or for a little more Book on the topic with discount or eCourse book. Actions or news via Newsletter!

In this way, you even have the opportunity to make an A customer from a former B customer - by tailoring your offer exactly to your needs.

Correctly assess your potential

What is important is that you must show the customer how important this customer relationship is to you. But it is worth investing a quarter of an hour and a slightly stressed auditory canal, right?

So: By really informing yourself about your market and your customers, you can accurately assess their potential. You can prioritize the customers and your activities and thus fully exploit the potential. Where does that take you? Best to the moon. And if you want to go to the moon, you have to aim as high as possible. Even if it misses the moon, it hits at least one star. Set yourself ambitious goals! The more you trust yourself, the more you can achieve.

Setbacks are included

Is not there a risk of overconfidence? If you want to go too high, it can really be nasty to fall on your nose. Yes, that's right. But regression is part of life.

But you are right on one point: there is no culture of error in our society. Anyone who has gone bankrupt with their company is considered a failure. From then on, you don't trust him anymore.

Tip: Text as PDF (please read the instructions!) Download or for a little more Book on the topic with discount or eCourse book. Actions or news via Newsletter!

Failed entrepreneurs are more successful on the second attempt

What a mistake! A survey conducted by the Boston Consulting Group shows that entrepreneurs who have failed once are more successful with the second trial than those who have never experienced a failure: their turnover and their number of employees are growing faster.

Actually logical: these people now know how to do it and what they have to guard against. Above all, they have the courage to try out something new, and can not be put to small. You know what you want. And that's why they get it.

If you do not have any goals, you do not

The problem with sales is: Most sellers do not know this. Imagine: I even meet salespeople who have no goals at all! They simply do what they say in their calendar.

They will, in turn, visit the customers who are scheduled for their tour planning. In short, they only think about what they have to do, but not what they want to achieve. But those who do not have goals do not.

What helps to achieve goals?

You may already have heard of the Harvard study, after which the three percent of students who had written their professional goals in writing earned significantly more than the remaining 97 percent after ten years.

Tip: Text as PDF (please read the instructions!) Download or for a little more Book on the topic with discount or eCourse book. Actions or news via Newsletter!

Mark McCormack describes them in detail in his book “What You Don't Learn at Harvard Business School”.

Visualize your goals

Another Dominican University study has investigated what helps achieve goals. 267 participants from different countries have been divided into several groups:

  • Some were silent about certain goals they wanted to reach in the next four weeks,
  • the second group recorded the objectives,
  • the third wrote down what it was going to do to reach its goal,
  • the fourth also told their friends about their aims
  • and the fifth wrote additional weekly reports of their progress.

Perform regular success control

The result is foreseeable: those who have written their goal have had the double success in comparison with those who had only done it in their heads.

The best success was achieved by those who regularly wrote reports about their progress, that is, a success check.

Tip: Text as PDF (please read the instructions!) Download or for a little more Book on the topic with discount or eCourse book. Actions or news via Newsletter!


Text as PDF, book or eCourse on the topic or personal advice


Offline download: Download this text as PDF - Read usage rights, Because we do not automatically submit the title of this text for privacy reasons: When buying in "interests" the title register if support is needed. After buying text exclusively Download at this URL (please save). Or for a little more directly an entire book or eCourse with this text buy, read on.

3,99 Book now



Book on the topic with discount: This text is also available in book form and you can buy the title here in two languages. You can also preview the book first look at and then purchase directly on the book page with a 20 percent member discount.



German edition: ISBN 9783965960923

7,99 Buy directly

English version: ISBN 9783965960954 (Translation notice)

7,99 Buy directly


Your eCourse on Demand: Choose your personal eCourse on this or another desired topic, As a PDF download. Up to 30 lessons with each 4 learning task + final lesson. Please enter the title under "interests". Alternatively, we are happy to put together your course for you or offer you a personal regular eMailCourse including supervision and certificate - all further information!

19,99 Book now


Consultant packages: You want to increase your reach or address applicants as an employer? For these and other topics we offer special Consultant packages (overview) - For example, a personal phone call (price is per hour).

179,99 Book now


occupations pictures

You want to comment here? Please the Debate Rules comply, contributions must be unlocked. Your eMailAddress remains secret. More information on the use of your data and how you can counter this can be found in our Data protection declaration / Privacy Policy.

  1. To follow debate on this post
  2. All debates follow
  1. Competencepartner

    Better sell - Part 10: Old love does not rust: There are three reasons why sellers Kund ... # Profession #Education

  2. Competencepartner

    Better sell - Part 10: Old love does not rust: There are three reasons why sellers Kund ... # Profession #Education

  3. Simon Gasser

    RT @SimoneJanson: Sell Better - Part 10: Old Love Does not Rust -

Post a Comment

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

JaI would like to be regularly informed about the latest promotions & offers Newsletter be informed.

I hereby accept the Debate Rules and the Privacy policy with the possibility to contradict the use of my data at any time.