selling
Recent posts on
Solution selling
Up-Selling Current Clients With Other Company Product Lines or Services
Many of our clients have multiple divisions within their organisations that have distinct products or services and unique dedicated representatives. Senior management often sees the opportunity to target current clients in different divisions to up-sell them other company offerings. This strategy often is focused on increasing revenue, expanding and deepening the current client relationship and [...]
Customer-centric Focus…But the Customer is Sometimes Wrong
Identifying precisely who your customers are and exactly what they want from you, and working with your service partners to provide it, moves you to a customer-driven organisation (or department). Becoming customer-driven often requires a change in approach from the more traditional product-driven thinking which says, in effect, “This is what we can produce. Do [...]
Exceptional Service Is Not About Exceeding Client Expectations
In comparing customers’ expectations of service quality with their actual experiences, five key dimensions of service are seen as most important to the buyer or user of any good or service: Reliability This is defined as the ability to perform the promised service dependably and accurately. Don’t promise anything you can’t deliver! How well do [...]
How Does Your Team Gain a Client’s Commitment to Begin?
“My team just needs to do a better job closing the order. They are fine at building rapport and identifying client needs; their proposals link these needs to specific benefits, and they present these face to face. But, they often leave the presentation without any commitment to begin. [...]
What is the Best Sales Presentation?
An interesting question posed by one of our clients (a State Sales Manager). And there are a number of great ideas and tools available to improve format, approach and skills in making presentations. However, the key point is whether the presentation is trying to ‘convince’ a client or [...]
Why ‘Solutions’ and Not Quotes?
Many companies are using the term “solutions” and a State Sales Manager asked me recently what really is a ‘solution’? I asked: “What is your objective in contacting a client? Why do you want a client to buy from you?” If the answer to these questions is a “sale” then you are likely to position [...]
