Goods Morning Party Planners,
I’ve talked about being customer-focused before, but it
bears repeating. Here are three basic
reminders of customer-focus, based upon a couple of the smartest people in the
sales training business.
1. Constantly Gather Information
The more we know about our customers, the better we'll be
able to help out. Ask questions that deepen our understanding of their
needs/wants. This knowledge makes
selling easier and increases the percentage of leads that become customers.
2. Get Embedded in Their Strategy
To forge a deeper relationship with our customers, show them
how our flooring and customer service mesh with their needs/wants. Don’t just
sell the medicine for their pain, sell them on the idea that we can help them.
Think long-term partnership, rather than short-term sales goals, and we'll grow
as our customers grow.
3. Emphasize Customer Retention
It's always easier and less expensive to sell to our
existing customers than to cultivate new ones. In addition, a loyal customer
base spreads the good word, providing referral sales that are easier to close.
By contrast, when we're losing customers, we've got to acquire even more new
ones, just to keep revenue flat!
“We see our customers
as invited guests to a party, and we are the hosts. It’s our job every day to
make every important aspect of the customer experience a little bit better.”
— Jeff Bezos, Founder & CEO of Amazon
"Customers can read your
eyes. They can tell the difference between commission focus & customer
focus." -Scott Sorrell
Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
720-371-2000
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