A. Client-customer relationship for repeat selling of products and services
B. Solution selling more than product selling
C. Using service as opportunities for business
D. Communicating the benefits that derive from purchases
E. Examples:
How can I sell in such a way as to convey genuine respect to customers and stimulate win-win results?
How can I leverage my selling communications to reduce conflict to save time in getting on the customer's wave length?
How to accurately read my customer's receptivity to what I'm saying?
A. Understand one's sales profile
Strengths, excesses, vulnerabilities for overlooking clues
Why you can or cannot achieve sales success
Why you do well/poorly with certain customers
B. Understand customer reactions quickly and recognize what is needed to respond effectively to them
C. Expand the range of customers you can sell
D. Improve use of time:
know what will get the sale and doing only that
not following up poor prospects
follow-up beamed to customer's need
E. Reducing distress of sales efforts that are difficult and fail
F. Making sales which are profitable
G. Putting together sales-service teams than can work well together and get repeat business