The sales experience entails sales representatives’ ability to:
1. offer unique and valuable perspectives on customer’s business and market
The ability to offer new and innovative ideas or solutions that enable customers to improve their business or lower costs are strong drivers for customer intimacy and loyalty.
2. advise customers on how to navigate alternatives
With free access to information comes more opportunities and possibilities to choose from. Customers seek advice from trusted suppliers to navigate between these options.
3. help customer avoid potential mistakes
Fear of buying the wrong solutions is one of the major obstacles a sales representative needs to overcome. We have all mistakenly bought something we regret and don’t want to experience that again.
4. advise and guide customers about unknown issues
Once a deal is done, the sales representative is required to provide advice to ensure that the customer achieves the benefits and outcomes that were ‘promised’ and agreed.
Focus your investments on the right means that drive customer loyalty!
Loyal customers are generating more revenue and credibility in the marketplace. If sales functions don’t invest in developing their capabilities, profits will undoubtedly decrease. So how much do sales directors or managers invest into delivering a great sales experience, compared to investments in branding and product development?
Is your organization investing in the right drivers to secure loyal customers for your company?