What Makes A Winner Tick - Quality Customer Engagement

  

1.       What differentiates success from repeated unrewarded trial in selling

2.       What bifurcates outstanding and scope for improvement in selling

3.       What distinguishes terrific strike record and an unattempted pitch in  sales

IN SHORT WHAT MAKES A WINNER TICK

It’s a food for thought for a better selling technique, for which every sales person knows the answer but delays application. It’s a simple theory named customer engagement. Often one comes across a situation where inspite of making foolproof provision for all customer requirements, the gestation period to win a business is much longer.

Customer engagement  is a gradual process that happens between a customer knowing and considering you for an opportunity and the same flowing into networking a long term relationship. In a nut shell it is a transition from a relationship into a partnership.

            What can you do to make it work?

Treat your customers business as your own:

Save your customers money with your strategies and let him know you have so. Cut corners where it makes business sense. Build the trust in him that he is not your ATM and to help him you can put in your buck. A penny saved is a penny earned. Save your customers penny, earn yours and help yourself sustain it….

Discuss your customers business:

Acknowledge his success, know his interests, learn about his competitors and study his position in the market. It’s a common myth that longer the conversations better is the chance to win business. However nothing increases your favorability to gain wins as much as a shared value. Let the customer know your understading of his business ans exchange it for the value of your

Reward his engagement:

When you know your customer is engaged reward him proactively with value added services that he did not know was his requirement until you specified it. Provide innovative ideas to improve his business through yours for further involvement. Everybody likes a goody bag. Even your customer who pays you for your services. A freebie is a universal code of attraction that keeps everyone coming back for more.

Will it help me?

No one technique can work for an entire race of sales force. As they say

“Different strokes for different folks”. Sales is a permutation combination of new formulas and tried and tested methods. But mostly it is very important to not learn from other people’s mistake, make your own to see what clicks!!