It’s a good idea to occasionally renew your focus on one of the fundamental tenets of serving clients. Remember that you’re not just selling products and services. You’re selling solutions to client problems. The better you and your sales and marketing departments are at showing how your offerings can provide an effective solution to a difficult issue, the higher your successful sales rate will climb.
Here are some effective steps you can apply while nurturing clients and leading them through the decision-making process:
- Understand where you make contact with clients – The sales process may involve contact with several departments and individuals within your company. Clearly understand what these touch points can accomplish and what the client could encounter at each one.
- Know the clients’ desired outcomes – Engage in meaningful conversations with your clients to discover their requirements and what outcome they’re seeking. When you know what prospects are looking to accomplish, you’ll be able to modify your offerings to reach that goal.
- Look at the long term – Understanding client behavior and how you can better respond to it will require gathering information beyond the sale. Follow up with clients to find out how your solutions worked in the long term, how satisfied they’ve been with your products and services, and how you can better serve them in the future.
- Be prepared to seize opportunity – The best solution to your client’s problem could become available at any stage in the sales process, so be ready to act when a result becomes clear.
- Know the costs – Understand and quantify the costs of solutions at each critical touch point. Knowing these costs can help you understand how client satisfaction follows from successful sales at any particular point.
- Choose partners carefully – If your solutions require bringing in strategic partners, choose them carefully. Your partners’ performance can have a significant impact on your clients’ overall experience and satisfaction. Choose non-competitor partners with demonstrated professional skills and proven records of performance.
Contact FRONTLINE Selling today for more information on how to better meet your clients’ needs and improve your sales rate.
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