|
|
|
2006-07-08 22:37:03
|
 |
Article by Larry Galler |
 |
|
Last week a disgruntled salesperson told me about a long-time customer who stopped buying from her. “Gosh, I thought we were good friends; we even went out together socially. I never thought I would have to worry about losing her as a customer.” As soon as I heard that last sentence, I knew that I had discovered a new business-medical condition, “SCS.” Salesperson Complacency Syndrome!
Too often we confuse relationships. These people had a business relationship. In the course of that relationship, it sounded as if they became friendly. But somewhere the salesperson became complacent, feeling that, “my friend would never take her business elsewhere.” I don’t know what triggered the defection but SCS (Salesperson Complacency Syndrome) can be identified in three possible scenarios:
1. The Relentless Competitor
An aggressive salesperson worked hard to separate the buyer’s personal relationship from her responsibility as a purchaser and strove to offer better service, terms, quality and / or price.
2. She’s Mine Forever Unless I Really Mess Up
The original salesperson thought her “friend” was somehow “tied-to-her-for-life” and began spending less time and effort, giving the rival an opening.
3. It Will Be Overlooked
Somehow the salesperson didn’t fix an error, extend a proper discount, or give the type of service she gave at the beginning of the relationship.
Every salesperson, when dealing with a long-term purchaser, must know about SCS and never become complacent, even if they become friends. One must remember to always give that client, friendly relationship or not, the best consideration, effort, and business perks because lurking just under the surface is a rival aggressive salesperson. That rival will pounce and take over the account eventually if complacency starts eroding the business relationship.
The problem is that it is so easy to become complacent. We work hard to get a new account and to impress in the early stages of the relationship. Then we work on getting more new accounts, then more. But slowly, as relationships mature, they also erode, because of time management pressures, production quotas, and complacency. Fight “SCS.” Give your long-term clients your best, every time!
|
|
|
Related Articles |
|
Immortalizing your best moments and memories using photo to text (Popularity:  ): While we are still young, time flashes by, and we do not know it because we are most times caught up with the enjoyment that life presents. A popular saying goes thus, “Time flies,” but honestly, memories fly too. The question now is, as memories fly, can you ever capture it? I guess you could only catch things that are seen, but memories can be seen. It sounds odd, right? ...
Orlando wedding photographer to give some special effects to your photos (Popularity: ): All new brides and grooms are quite conscious of their dress because the outfit determines their personality on the wedding day. Another way in which they convey their individuality is the choice of photography. No one likes to look ridiculous on the wedding photo. The best wedding photos are mementos in their life. Whether you want to have snaps with your relatives or in-laws, Orlando wedding photographer knows the right ...
Discover the many benefits and advantages of party catering in Sydney (Popularity: ): Most of the arrangements have been made. The place, the guest list, the transportation, and the night’s entertainment have all been sorted out. All that is left is the food. And you know that it is probably the most important part of the event. The quality of food served can make or break a big event. That is why it is so important to get it right. You will not ...
Choose the Best Valet Parking Equipment for Your Building (Popularity: ): Private valet parking in Hamptons iѕ a grеаt idеа fоr уоu to еѕtаbliѕh уоur customer service tо your сliеntѕ. Whеnеvеr уоu hаvе thiѕ set up сrеаtеd, you build rеlаtiоnѕhiрѕ with your patrons whiсh all thе more hеlрѕ in creating a gооd track rесоrd fоr уоur building.Tо establish уоur valet раrking service, you ѕhоuld сhооѕе knоw hоw tо сhооѕе the right раrking equipments. Making sure hоw you pick your vаlеt раrk ...
Choosing Airport Limousine Services To Travel In Style (Popularity: ): Summary: Whether you are traveling back to the airport or have just landed in a new city, the opportunity of traveling in limousine is enchanting. However, there are a few things that you must remember while hiring their services.There are times when you want to make things in your life special and hiring airport limousine services is one of the options. Although you will come across a lot of service ...
|
|
Related Business |
|
The Helicobacter Foundation (Popularity: ): Dedicated to providing the latest information about H. pylori. The founder, Barry Marshall, is the scientist who swallowed H. pylori to prove a causal relationship with peptic ulcer for the first time.
Florida's Family Marine (Popularity: ): Our biggest problem we encountered was finding a quality used boat. Sure, there are many boats for sale on the market, yet so many we found were not described accurately, had many problems or were unreasonably priced. Often we failed to learn of the seller’s problem prior to making our purchase. Spending time on the water, I believe makes for a great day. However, when you are in a tournament ...
Swiss Mail Solutions (Popularity: ): Having a business rarely encompasses just one field of operation, but is rather a mixture of various actions, each requiring several different skills. This kind of necessity can prove to be overwhelming, through taking up too much time, space, funds and/or resources, and is often insurmountable for an individual focused on the core activities of the business in question.
Cash for Gold (Popularity: ): Most of the people invest in gold with the intention that it will prove to be of help in time of need.If you wish to get cash in exchange of your gold then as a client you need to get your attention to dollarsforgoldcanada.com the best website to get Maximum cash for your unwanted gold in Canada as well as best customer service and terms and conditions that will suit ...
Schengen Visa (Popularity: ): Get your visa to Europe starting here. Our strategy works all the time. Let us prove it for you. As is known, as well as around the world, many countries are demanding in our country, the Schengen visa application and passing in these countries, the visa process will inevitably undergo rearrangement. We aimed to give the idea the following list of documents needed to apply for Schengen visa and vurgularımızı ...
Your Sports Advisor (Popularity: ): Here at Your Sports Advisor we understand that there are a lot of dishonest people in the world of sports, so to show that we are the real deal, and that we are a trusted successful service, we offer our clients 6 months free membership, this shows our clients that they have a Professional full time Sports Advisory Investment Company working hard for them, to prove in the course of ...
Get A Job In A Time Of Economic Recession! (Popularity: ): Does financial crisis effect you when you are looking for a job ? Or are you tired trying to find a job for yourself during such a difficult time of the economy? Then this employment advising e-book is the right product for you. It not only gives you some exclusive tip about how to go about the search for a job, but also has several other preparatory material such a ...
AXAT Technologies Pvt. Ltd. (Popularity: ): AXAT Technologies is an IT company providing Technical Consultancy Service to the clients all over the world. We have state of the art Delivery Center located in the commercial hub of India, Mumbai with the best infrastructure and 24*7 connectivity. AXAT Technologies was started in 2010, with a VISION to give it our best and prove ourselves better than the best. In a very short span of time we are ...
Business Financial Planning (Popularity: ): It is inevitable that someday you will leave your business; will your business exit be on your terms and schedule, or someone else’s? To insure your own retirement happiness and the next generation's success, take time to develop a comprehensive business exit plan for what will prove to be the most important financial event of your life. Business Exit Timing - On your terms and schedule.
Time Management (Popularity: ): Learn about time management, increase your productivity. Some people think that dominate their time. Yes, they have controlled their time because they manage to do all their activities in the time they were scheduled. I must say that with that are above the average for people who do not dominate their time, but I think we must go further: we must have a good time management.
|
|
|
|
Print article
Bookmark this page