Selling Big Clients on being Best Clients

When I coach business owners and entrepreneurial salespeople, they typically already have some clients. It’s not unusual that one of their clients be “important”. Could be their biggest revenue producer. Could be their first client. Could be a strategic client or a client that has huge ‘potential’.

Could also be a huge pain in the ‘ahem’.
These ‘pain’ clients use their importance as leverage to get you to do stuff that is over and above. As I move through training, coaching and development with my clients, the focus often turns to ‘fixing’ these relationships so that they’re less stressful, less one-sided and more like the new ‘trusted adviser’ relationships that are being developed with my client’s new clients.
This is the most recent success with a big client.
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