By Todd Duncan

The next move in avoiding a stagnant sales career is to transition your current clients into strategic partners who have a shared interest in your success. When you’ve taken steps to ensure that happens with each client, being aware of any changes in their wants, needs, or values is easy.

In fact, the most effective and surefire way to pick up on such changes is to have an ongoing relationship with your clients. You can’t just send out a bunch of survey mailers and hope they get back to you. And by the way, when you meet with clients, have an agenda. Know what questions you must ask them on a regular basis in order to make certain that no values or needs fall through the cracks. Also, remember to always make it worth their while.

Here’s the beauty to this step of avoiding sales stagnation. When you regularly survey all your clients, you not only aware of any changes in their individual wants, needs, and values, but you also stay on top of any “corporate” changes in the buying climate. In other words, with the results of purposeful surveys, you have specific information that helps you cater to individual desires, and you have general information with which you can foresee general buying trends and adjust your sales efforts accordingly.

Staying in the know with past clients, will not only keep them your clients, but will also help you transition your prospects into new clients while adding value and building high trust across the board.

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