subject: Sales force - The Value of Sales Skills for Non-Sales People [print this page] Think of it as "farming." Think of it as "farming."
Plant your dealer to sell and then moves to a new field. It is then up to your non-sales employees properly tend to the culture and the quality of the harvest. Such an organizational approach works because the non-sales front-line employees are trained to strengthen and expand customer relationships.
The client feels less risk if the trust is not only a seller but also the entire organization. Brand loyalty and the perception oflong-term value begin sooner and last longer.
In today's competitive landscape every customer encounter ought to be used for more sales and long-term account development. Success-oriented organizations recognize the potential of each customer contact as a selling opportunity.
Yes, every customer interaction. This makes front-line employees vital for finding new sales opportunities and creating loyal customers. Traditional non-sales staff becomes essential to build more profitable customer relationships.
Use the "Customer Relationship Cycle" to examine the payback of training customer-facing employees business development skills.
The Customer Relationship Cycle shows a potential client the perception of trust and interest throughout the entire sales process.
The customer relationship usually begins with a seller "hunt" for the business. In this phase, the customer is initially skeptical of thesalesperson and the product or service being sold. I am. You are. We all are.
The salesperson eventually establishes trust by understanding the customer's needs and demonstrating the value of the proposed solution. If all goes well, the customer chooses a vendor and the deal is closed.
This is the highest point of customer interest in the cycle. The customer is excited and hopeful.
After the deal is complete the salesperson usually moves on to the next opportunity. This leaves the customer in the hands of account managers, customer service reps or installation people.
At this point the client may feel abandoned, and the Customer Relationship crashes. The Customer Relationship Cycle is broken.
More and more future-oriented companies to train their non-sales employees, the customers involved at each contact point in the relationship.
This in turn leads to customer loyalty, and openness to additional value-addedProducts and services. In short, account revenue is maximized.
