Sales and customer relationship

Sales and customer relationship

The customer is king (or almost!) as they ensure a company sustainability.

This is the reason why all the interactions carried out between a company and its customers or users are essential and can, therefore, lead to seal a sale deal. Whether it is a product or a service shared between two companies or between a company and the general public, selling requires the acquisition of required know-how at all stages, namely through all prospecting, negotiation and conclusion phases.

Since the salesperson’s role has significantly evolved, allowing us to expect to be provided with adequate solutions and advisory services, end customers must – therefore – be always considered. We are, however, no longer required to have a foot in the door to sell encyclopedias, but rather other required solutions.

This involves the practice of active listening exercises in order to identify the prospect’s needs and motivations (whether they are of an objective or subjective nature). Through their decryption, it would – therefore – be possible to develop convincing arguments and consider any potential objections. 

If we were to sum up the concept of sales (whether it is about direct, cross-selling or value-added sales, etc.), we could “simply” refer to the improvement of the customer’s life and building of a relationship therewith based on trust – that is to say the certainty that the salesperson will seek to find answers to their problems, needs or desires.

In this respect, it is worth mentioning that it is never easy to secure and develop sales due to competition, market uncertainty and difficult, unsettling customers. Adequate preparation and development of a robust strategy are, therefore, essential to become a business partner of choice, one who would stand out for their expertise and relevance of their proposals; one who would, also, discuss objections and prices fearlessly. A salesperson is, therefore, a reflection of their sales team and – even – of the overall customer experience, which must be homogeneous and consistent regardless of the point of contact.

Hence, customer service represents a very important key differentiator, encompassing a set of actions and activities that are put in place to best meet the needs of a company's customers before, during and after the purchase.

This would – therefore – make it an essential tool to ensure customer loyalty.

It’s, now, time for you to offer your teams our dedicated training courses, covering all facets of sales and customer service solutions.

Training in Sales and customer relationship

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