Don’t Be Fooled by What Your Customers Say

You have been in B2B sales too long not to know how devastating it can be to lose a customer. Unlike the B2C world where there are many other customers to woo, your pool of target customers is smaller and more select. The more complex the sale, the more you need to invest the time and effort to walk clients from potential to actual and to stay connected. When a competitor steals a client from your account portfolio, it really hurts.

One good piece of advice from solution selling training experts is this: “Don’t be fooled by what customers may say.” In other words, don’t always believe they are satisfied with your services, approach, pricing or results just because they say they are.

Customers defect bit by bit as circumstances change and new opportunities arise. They may be unwilling to admit they are having second thoughts about your solution and investigating other options. What really matters is whether or not they are still buying. Take a look at their purchase record for the real clues as to how satisfied they are.

Then take the necessary steps to secure them in your fold.