subject: Bob Beck Grants A Simple Look At This Fantastic Sales Training [print this page] Bob Beck Grants A Simple Look At This Fantastic Sales Training
Do You Require Quid Pro Quo Sales Training? Precisely why am I asking "Do You Need Quid Pro Quo Sales Training?" I ask because an associate came to me and asked if he ought to motivate his wife to consider the Quid Pro Quo Sales training.
Now his wife, we will call her Beth, has a small professional service business and has recently taken on a client because of a referral. Yes, referrals are a wonderful method to obtain new customers.
Beth is considered the type of person that flips head-over-heals for her clients and they are generally all very pleased with her efforts. Then again, jumping head-over-heals with this particular new client is something completely different for Beth. Exactly why you might ask ? It is because there is no mutual respect. The new client is demanding all of Beth's time and doesn't take too kindly to being told to "wait in line."
This is what I advised Beth's husband. First, I asked him to take a few minutes to reflect and think about these questions.
Is Beth controlling the relationship? If not, who is?
Is there a two-way street or has Beth been driving down the one-way street and allowing her client to manipulate and dictate the relationship?
How often is Beth "jumping" when the client asks her to jump?
You can easily ask yourself the same questions and if you are not getting a positive response, it is time to contemplate Quid Pro Quo Sales Training. Why? Simply because a effective relationship with your client cannot be a one-way street. It has to be a two-way street. Don't forget, it's all about a give-and-take relationship or a Quid Pro Quo sales approach.
The instant you take this approach, conflict disappears, tension disappears and you produce a true consultative relationship.
Most professionals have discovered that relationships with clients are built on compromise, balance, and understanding.
The last thing I asked Beth's spouse to talk to her about was just how important this client was given the state of our economy. If she feels she can develop a relationship based on mutual respect then continue. But , if she won't be able to acquire the quid pro quo approach, then it just makes more sense to move on and find a client that will work with her.
