Dale Carnegie Training®
Question:
I need some guidance. I’ve always felt that closing a deal is not the end, but the beginning of a partnership. It has been challenging at times, though, to continue the relationship after the deal is done, since my focus is to generate new revenue for my company. My company feels that “upselling” an existing customer is not as fruitful as new customers. What are your thoughts on the matter?
Answer:
In today’s fast pace world, it is very difficult to cultivate and maintain a relationship with a client but that is exactly what successful salespeople are doing to stay at the top. Most sales leaders approach their work with the goal of building long-term relationships.
From the get-go, the focus isn’t on what can you sell customers but on how you can forge lasting ties with customers. This means knowing your clients and gaining their trust. It takes some real groundwork.
To start, you do what is often called pre-approach. Among other things, that means targeting—geographic area, sector, size of firm—and then planning around your target. This gives you credibility at once and plants the seeds of trust.
You should position yourself as a sales consultant, collaborating with the client on the right directions and the next steps. You’re turning your client into a partner. Together, you develop a solution. As the consultant, you have to decide what type of solution makes sense, whether an off-the-shelf answer works, if customization is indicated, or if some mix of several alternatives is best.
In a nutshell, do what you say you’re going to do. Honor commitments, follow up as promised, keep in touch. This increases your visibility and credibility—and fosters customer loyalty. Soon, relationship building will become second nature and you can completely focus on new business.
If you have any business related questions or would like advice on other workplace issues, visit our web site at www.bc.dalecarnegie.com or mailto:paul.sinkevich@dalecarnegie.com
No comments:
Post a Comment