Keeping up a good relationship with customers is crucial to
a salesperson’s success. Does anybody remember their first times for things?
The first hit in baseball/softball? The first successful sale?
Everyone remembers the first time they have done things,
however when it comes to sales, customers seem to remember the last time and
then compare it to the first time. Companies rope in customers in the beginning
with great service and deals. However, over time the customer relationship
deteriorates and customers become frustrated. A lot of companies leave a lot of
money on the table because they fail to keep up a good customer relationship.
“What all of us should never forget is that the right to do
business has to be continually earned and never assumed. This
is where the companies that scored highly in my survey excelled.
It has been suggested that, as customers, we simply need
“The Five Rights:”
The right product or solution
At the right price
Delivered to the right place
At the right time
In the right way
But I would like to add, every time because
whilst we all value responsiveness, we value reliability more.”
With this information in mind, it becomes increasingly
important to maintain good relationships with all your customers no matter how
big or small their account is. Doing this is not only important for the
individual rep’s reputation but also the entire companies reputation.
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