No ambitious salesperson can afford to overlook any signs
of customer dissatisfaction. A mildly unhappy customer can morph quickly into a
very unhappy customer and their attitude can spread to others. To be sure that
there are not cracks in your customer relationships, check in regularly to see
that all is well and use a scientific approach…one that relies on the facts and
not on feelings.
Solution selling training tells you that to retain accounts and win more deals you have to build strong and long-lasting,
value-based relationships with your clients. Do not assume your customers are
happy. Ask them…not just one, but multiple sources at each client organization.
Conduct in-depth interviews with the purpose of uncovering any potential
sources of dissatisfaction. When chinks in the armor are identified, set about
fixing them. Address the issues and then check back to see that the problems
have been solved.
This cycle should become a regular part of serving your
customers and retaining their business.
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