The Sales Client Relationship
You’ve all heard the saying, “the customer is always right”. Well, it’s not necessarily the case as I’ll explain but nonetheless, every smart sales person needs to pay attention to their sales client relationships, to understand the importance of their relationship with clients, customers or prospects.
Technology has evolved the way we deal with users of our products and services. In the 21st century, we’re dealing with others on a much more personal basis than we once were. The relationship you establish with a client or customer will be far more integral to the success of the sale than your ability to memorise a product spiel, or how low your price offering may be. Clients will adhere to a sales person who they know can help them achieve a solution they’re looking for, not merely sell something at them.
And so it’s essential you tap into your market, analyse its composition, and shape your process accordingly.
What influences your customers’ buying decisions? How do you retain their focus and interest? How do you find out exactly what they’re looking for?
These are questions every sales team needs to highlight and find solid answers for. Of course, customers and clients – and their motivations – can’t always be generalised. Your buyers will come in all forms; not all of them compliant, polite or honest. How do you deal with the “bad” ones? And how do you know what constitutes a bad client anyway?
We hope some of the answers to these questions lie in the pages ahead. The material in this book aims to give a comprehensive study of the modern client. It looks at how you should be dealing with them, the kinds of relationships you should be nurturing, and the strategies you should adopt to perfect your role as a sales person. We at Barrett want you to understand that you are part of an enterprising, progressive industry that is changing the world for the better.
Remember: everybody lives by selling something.
We hope you enjoy this book.