Menu
COMPANIES WE HAVE WORKED WITH
Staying motivated and following up with customers after the initial commitment is a vital (and often overlooked) part of sales process. It demonstrates that the rep’s interest in the customer extends beyond the initial purchase — and focuses on establishing a mutually beneficial relationship. Plus, according to econsultancy.com, existing customer sales success rates are much higher than when acquiring new prospects.
Performance Based Results motivation and follow-up training helps teams maintain existing relationships and increase ROI. We show salespeople how to nurture key accounts and seek out new opportunities within their established customer base. Our engaging sales question techniques and top retention strategies will allow traditional sales-buyer relationships evolve into profitable partnerships!
Probability to selling to existing customers is higher
a. Customer Goals — We teach reps what questions to ask to keep on top of a customer’s goals and aspirations, especially as they evolve with the ongoing relationship.
b. Up-selling and Cross-selling — We demonstrate to sales reps the value of broadening their appeal and expanding their product line, while avoiding common pitfalls like feature-dumping and appearing overly-pushy.
c. Customer Insights — Our training emphasizes the importance of monitoring new developments within the customer’s company and keeping track on how well past sales solutions are working.
a. Create a key account strategy — Customers want reps who understand their business well enough to add value to it and help it grow. They require more service, more ideas, more understanding, and more results, for the salesperson and for themselves.
b. Choose a champion — We demonstrate the importance of choosing a “champion” that will fight hard for their interests. The right champion will:
c. Expand the circle of influence — In addition to the champion, it’s important for reps to know “who else is involved?” We share techniques to find “pivotal contacts” within the key account.
d. Identify competitors — We show numerous ways to seek out competitive threats that affect customer relationships.
e. Seeking new opportunities — Our training allows account manager reps to develop a customer-centric approach that’s designed to help understand customer goals — making them indispensable.
a. Planning – to conduct additional industry research that will boost knowledge of ongoing and unfolding issues.
b. Discovery – to gain clearer insights on the customer’s changing situation or emerging challenges.
c. Solution – to address growing sales obstacles, creating new and improved solutions.
d. Commitment – to help attain re-commitment and build trust for a new sales opportunity.
