More Contact Is Better for Sales…Right?

Many salespeople eager to make the sale and seal the deal overdo it by mistakenly believing that more contact with their customers equates to more revenue.

They don’t want to be forgotten; nor do they want a competitor to sneak in and steal the customer away. But solution selling training specialists warn that customers shy away from too much contact. They advise that the key is to be sure that when you contact the customer you do so for the right reasons.

For example, do not hound the customer asking if or when they will buy. This kind of call is made for your benefit as the salesperson, not for the benefit of the customer. However, you have a legitimate reason to call if you have some information of value to the customer. Contact should be made on the basis of the benefit to the customer. Remember the basis for successful solution selling…understanding and focusing on the customer’s (not your own) needs.