If your sales goes down, it's because you're talking and not listening, it's because you don't get it...
Today's reality in sales is that our customers (read procurement) are transforming our processes. Sales people tend to think that they choose their customers. Reality is that procurement is choosing us.
We "sales people" need to change our strategy and develop a client oriented service organisation.
Focus on following key questions:
- what are the customer's needs ?
- how can I (our management) help?
- what are my clients targets?
Focus on your ideal customer portfolio. Try to find a good balance between profitability and volume.
This will be your new strategy : relational excellence = the new perspective:
relational excellence = the new perspective:
- be curious and be interested in
your client. Involve your CEO and business managers in your contacts with
strategic and development clients.
- develop a professional client
service organization for operational excellence and long tail customers
- focus on the targets of your
customer and make them your own (find the right balance)
- let your customer be succesfull
Relational excellence versus operational excellence
- Sell your products and services
as they were a unique experience
- Understand downstream
opportunities: what drives the customers of your customer?
- Sell solutions
- Analyze the success formula of
your customer. Try to find out what drives your customer and embrace these
challenges. Try to find out what your
client wants to optain
- Offer workshops to your client:
downstream (stakeholders talk about their challenges and developments) and
upstream (our experts talk about new technological developments)
- Develop a strong process
connection with your client processes
- Focus on continious cost reduction
bron: Gerco Rietveld, Wat bezielt mijn klant?
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