{"id":46,"date":"2012-06-21T12:00:00","date_gmt":"2012-06-21T12:00:00","guid":{"rendered":"http:\/\/sakanashiandassociates.com\/blog\/2012\/06\/21\/thoughtful-thursdays-a-sales-process-to-consider-part-6-sustain\/"},"modified":"2019-04-03T07:48:15","modified_gmt":"2019-04-03T11:48:15","slug":"thoughtful-thursdays-a-sales-process-to-consider-part-6-sustain","status":"publish","type":"post","link":"https:\/\/sakanashiandassociates.com\/blog\/2012\/06\/21\/thoughtful-thursdays-a-sales-process-to-consider-part-6-sustain\/","title":{"rendered":"Thoughtful Thursdays &#8211; A sales process to consider &#8211; Part 6 &#8211; Sustain"},"content":{"rendered":"<p>Sustain, today&#8217;s thought, is the last in the series <a href=\"http:\/\/sakanashiandassociates.com\/blog\/2012\/05\/10\/thoughtful-thursdays-a-sales-process-to-consider-part-1-target\/\" target=\"_blank\" rel=\"noopener noreferrer\">A Sales Process to Consider<\/a>.<\/p>\n<p>Repeat business and\/or referrals from your customers begins with a successful close and\u00a0is realized through continued relationship building. You have worked hard to make the sale, how do you sustain the momentum?<\/p>\n<p>There are a variety of ways to maintain and grow a business relationship. It is not very different from other kinds of relationships.\u00a0Would you want to hear the same stories time and time again? How does\u00a0a lack\u00a0of regular communication sound?<\/p>\n<p>Here are a few suggestions that might help you sustain and grow your business relationships.<\/p>\n<ul>\n<li>Call in depth\n<ul>\n<li>Get to know as many people who work for your customer as possible<\/li>\n<\/ul>\n<\/li>\n<li>Set up search alerts to stay current with your customers&#8217; industry and their customers as well<\/li>\n<li>When you follow up, have something new to talk about\n<ul>\n<li>The stronger the relationship, the less this might be about business and lean more towards personal interests<\/li>\n<\/ul>\n<\/li>\n<li>Suggest an off site meeting if it is convenient\n<ul>\n<li>It is a treat to get out of the office<\/li>\n<\/ul>\n<\/li>\n<li>\u00a0Be genuinely interested in their business. After all, if they were not in business, they would not be a customer. If they succeed, your business will likely grow with them.<\/li>\n<li>Think in terms of lifetime value of the customer<\/li>\n<\/ul>\n<p>Any of the above\u00a0can help build a long lasting mutually beneficial relationship and I am sure you can think of more ways.<\/p>\n<p>Remember that people will be inclined to buy from people they like. Treat your customers like gold because they are.<\/p>\n<p>I hope you enjoyed the Sales Process to Consider series of posts<\/p>\n<p>Next week I\u00a0be thinking about negotiating.<\/p>\n<p>Good selling,<br \/>\nRichard<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sustain, today&#8217;s thought, is the last in the series A Sales Process to Consider. Repeat business and\/or referrals from your customers begins with a successful close and\u00a0is realized through continued relationship building. You have worked&#8230; <a href=\"https:\/\/sakanashiandassociates.com\/blog\/2012\/06\/21\/thoughtful-thursdays-a-sales-process-to-consider-part-6-sustain\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[5,8,3],"tags":[],"class_list":["post-46","post","type-post","status-publish","format-standard","hentry","category-sales-tips","category-selling-skills","category-thoughtful-thursdays"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/46","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/comments?post=46"}],"version-history":[{"count":2,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/46\/revisions"}],"predecessor-version":[{"id":3449,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/46\/revisions\/3449"}],"wp:attachment":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/media?parent=46"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/categories?post=46"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/tags?post=46"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}