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customer relationships

Let’s state the obvious here: Your customer is your business and customer satisfaction is crucial to the success of your business.So how are you measuring customer satisfaction? If you’re like most businesses, you’re using customer feedback surveys. (And if you’re not, you should get on board.)

The TACTIC: Get a ticket on their train.  Just because you sold your client something yesterday, doesn’t mean he’ll know you’re still around today. Let him know you are.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler Selling System.

The sales industry is fast-paced now and isn’t showing signs of slowing down. It’s easy to get wrapped up in the clutter of new selling techniques, emerging technologies, and more specialized analytics. Although those components – and some others – can play a major role in your level of success. It would be a mistake to spend too much time on them and ignore the basics. Before you get carried away learning this or that, remember to take it back to your roots and ensure that you are providing optimum customer service. If you have strayed a bit or are just looking for a reminder, below are five imperative tactics to employ in your practice.

There are three tools that are particularly effective and easy to use in making people feel good about themselves: stroke, struggle, and validate. You can use one, two, or all three of these tools in interactions with patients—it depends on the situation.

You’ve closed the deal – but your job isn’t done quite yet. Managing client expectations can help you make the most of your new relationship and ensure you are striking the right balance. By working together to outline goals, define success, and clearly communicating your progress and milestones, you can increase transparency to build the long lasting relationship with your new client.

Fear may be the most powerful motivator affecting your buyers’ decisions. However, in their effort to maintain an image of power and control, buyers will be reluctant to share their true anxieties and concerns with you. You’ll increase your sales production when you help buyers discover and overcome their fears, show that you are sensitive to those issues, and then lead those buyers to the conclusion that your product will replace their fear with peace of mind.

2016 has been a year of many successes. Whether you are a sales representative, a sales manager, or simply interested in learning more about trending topics in the sales industry, we hope you have gathered some key insights from our blog this year. Before moving into 2017, we would like to take a look back and highlight some important topics from 2016.

By focusing on tracking activities in a Customer Relationship Management software, you can evaluate which things influence prospects to move forward in your sales process. Understanding exactly what’s moving a deal forward will help you decide the best next steps you should take to close any similar deal in the future. Tracking activities also highlights the telltale signs that a deal might be slipping away, and helps you pay it the proper attention to keep it moving forward.

I spend about 80% of my time working with sales professionals to perfect their ability to structure the questions that need to be asked. They all understand the importance of asking questions but need some assistance in creating their own tailored versions. Salesmen often enjoy the exercise of deciphering which questions uncover the compelling reasons the prospect should do business with them.