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.
Tag: B2C sales
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.
With memories of the most recent economic downturn still fresh, it can be hard to not leap onto every opportunity for new business that arises. But if you don’t take time to qualify leads, you can get stuck wasting a lot of valuable time and money with a customer who really isn’t a good fit.
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.
When it comes to generating leads, do you consider yourself to be a farmer or a hunter? It actually pays to be a bit of both!
One of the best ways to get to really know a prospect is to ask questions. So, why don’t more salespeople take the time to do so? It may be because they already feel that they know everything. Or, they don’t even know what to ask.
Salespeople can often intuitively discern what prospects want and need. But that intuition can only go so far; at some point, you need to find out specifically what they value.
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.
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.
Not every prospective customer is going to be an easy sell. Most often, you’ll encounter at least one or two objections during the sales process.