Written by Göran Almén, CEO, Quicksearch
Hand on heart, are you really doing everything you can to support the sellers in their daily work? Are you raking the arena in the best way to facilitate the work of bringing in business?
When I read on social media or in other forums about sales, there are a myriad of different techniques and aids. My inbox is full of one offer after another regarding closing techniques, social selling, courses in cold prospecting and so on. There is as much as you like.
Definitely good in every way. The salespeople must work in a structured way with different techniques and methods to develop their role.
But:
If we look at how customers generally view their suppliers, it may not be primarily in the closing technology that the potential for improvement exists.
How often have you, say in the last one or two weeks, experienced a real wow feeling in contact with a supplier? When was the last time you experienced that the person you did business with really over delivered?
The truth is that very few suppliers deliver what customers expect. Rarely or never anything extra. A report written a few years ago shows that the 80% is considered by the suppliers to deliver a clear added value compared to its competitors. The same survey also shows that only 8% of customers think the same.
There is a big gap here.
What can be done about this? The simple answer is feedback. Systematically and over time asking your customers about everything that is relevant in the business relationship is the best way to help the sellers.
It is still all too common for companies to guess what customers think, to try to find out what is right and true through large market surveys.
In today's fast-paced world, that's not an easy path.
Are you looking for a way to really increase your sales? Systematically collect all the facts you can from your customers. Do it all the time and do it with all contacts. When the customer has bought something, been in contact with customer service, after delivery and when someone has drifted away to a competitor - regardless of what you should ask for feedback!
Collect all the facts, analyze what customers like about you and what they think you can improve. Then give that information to your salespeople who can then really sell with knowledge and facts in their luggage.
Do you want to know more about how we can help you increase your sales with the help of ongoing feedback? Contact Us then we'll tell you more!
