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SB035 – How to Build Relationships using CRMS, an Interview with Mike Muhney

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Mike MuhneyMike Muhney is a the co-inventor of the famous ACT! Contact Management tool. In this episode we talk about the capabilities of CRMs,  the value they bring for  day-to-day sales,  and how sales professionals can use them to build relationships.

Since all client vendor relationships are permission based, it’s critical to manage each opportunity wisely. A CRM allows you to control the details, schedule and manage the sale.  Mike shares stories illustrating this concept.

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Building  Relationships using CRMS

Throughout the conversation we speak of CRMs – Customer Relationship Management Systems.

These systems are commonly used by  large organizations to manage customers and prospective client  relationships.  But they can add value to small companies too.

Mike believes it’s well worth the effort to put energy in collecting information on your customers.

CRM Critical Reputation Management

Mike likes to think of  CRMs  in these terms: Critical Reputation Management.

  • You manage you.
  • You  manage your ability to advance opportunities.
  • Not managing clients, but managing you.

It’s all about proving  reliability,  credibility and an  attention to details.  It’s an opportunity to show you’re on time and  on target.  Using a CRM allows you to remember the details and be the kind of person who does what they say , and say what they do.

Throughout the conversation Mike repeats that  relationships are permission based.  You must create trust to allow a prospective client to open up to you.  A CRM allows you to control the  sale.  If you are professional in the sales process, you’re more likely to win the deal.

CRM Resources

Mike has graciously offered free use of his Vipor CRM.

Type in “VIPorbit” on the App store to download on your smart phone.

This is the link to the VIPorbit CRM Tool      The  iPhone and iPad versions are free. Mac $50.  Android is coming.

This is Mike’s LinkedIN account   You are welcomed to reach out to him.

This is Mike’s email   mike@viporbit.com

Again when it comes to CRMS, the focus needs to be on you, not the customer.     CRMS can help you get organized.

Its all about using your 24×7 to maximize your success. When implementing  Sales Training in your Small Business, you would be wise to consider adding  CRM training to the mix.  They’re a must for the organized seller!

 

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