What got you into sales? For many, it’s the exciting thrill of pursuing, and winning, new business. But salespeople can be overly focused on a shiny new prospect, which can push their previously-won customers to the wayside.
Increasing competition always makes customer retention even more vital than it already is. Sales reps, to be successful, must spend adequate effort to keep current clients.
On the surface, cross- and upselling seem easy. The person is already a customer; all you have to do is encourage them to buy more.
Gone are the days when every customer’s journey was simple. Today, buyers have countless paths to a purchase, thanks to shifting shopping options and consumer attitudes.
Presenting information in a compelling and persuasive way isn’t everyone’s strong point. It can be especially difficult if there’s a chance your audience will disagree with what you have to say.
Price objections aren’t limited to just one industry. No matter what you’re selling, you’ll likely encounter more than one customer who doesn’t agree with your pricing.
Following up with prospects is an important part of the sales process, and some salespeople even have systems in place to do so. While there is no singular program that works, some are more successful than others.
Are you doing everything you can to successfully manage your accounts? Great account management can be hard to visualize, especially if you’re trying to differentiate yourself from the customer service reps in your organization..