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Developing Strong Customer Relationships.Few salespeople can clearly verbalize the meaning of a "customer relationship".
Having a strong customer relationship basically means that the sales person and the customer have a trusting
and open sharing of information.
Under the right conditions this sharing is of great benefit to both parties.
Success in closing sales may depend on having strong customer relationships.How do sales people create strong "customer relationships"? This is an important question since it may increase your participation in new developments at the customer.Your sales team should focus on building strong customer relationships from their very first sales presentation. Salespeople actually have more leverage than they think  Your products and services can help the customer to meet his objectives.Understand your customer's perspective Customers have to meet operating budgets and sales numbers.New opportunities involve risk and must be continually researched.Customers must continuously develop new products or improve products.Purchasing managers are rewarded for finding new vendors with a competitive advantage.Preparing for a sales presentation with your customer Double check that you have accurate information.Assemble the good news about your organization.Plan to ask about their view on their industry -- this will clue you in to their thinking.Sharing of information should include Description of your company, and its history.The unique aspects of your company.Your company's accomplishments and record.The years of progress.Projections into the future.Marketing trends in your industry to explain current circumstances.Products and services.Working with your customer to establish a relationship Keep your customer current.Make sure your customer does not suffer from "surprises".Be honest, don't try to hide bad news.This is the basis for the building of a successful "customer relationship". If both you and the customer believes the other is credible, and treats information confidentially, you may participate in new opportunities that your competitors never hear about. |
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Questions or comments? Please Contact Me. Copyright © 1999 - 2007 Robert Winton all rights reserved. | |||