Smarter Sales & Customer Retention
The following content was all ghostwritten for a customer success representative’s LinkedIn profile. All posts were published between 2023 and 2024.
Transparency In Sales
There’s a lot more to transparency than answering questions openly and honestly.
Transparency also requires that you make information accessible and understandable for everyone involved in the interaction, conversation, or deal.
In sales, transparency requires a clear explanation of product features, costs, and associated risks. This principle assures prospects and current customers make informed decisions based on all the information available. Creating and maintaining trust is crucial to building long-term business relationships.
EthicalSales #SmartSales
Your Greatest Sales Tool
The greatest tool in your sales arsenal is? Listening. Sure, knowing your product, charm, and charisma all help. But if you can’t or won’t listen to what your lead says, you’ll end up selling what they think they want, rather than what they need.
Take the time to listen to what your leads want. Then ask smart follow-up questions and listen to the answers. Only then can you take all that you’ve heard and use it to sell a solution, rather than a product or service.
It’s this kind of sale that leads to a long-term relationship and retention.
#SmartSales
You’re Selling Yourself
If implementation is part of what you’re selling as a software reseller, you’re not just selling a product or a solution. You’re selling yourself, and your ability to capably implement the software set-up and roll-out. You’re selling your experience, good and bad, and all that you’ve learned and what has changed as you completed past implementations.
Those looking for software solutions are also looking for the people to BEST implement those solutions. Be THAT reseller!
#SmartSales
Sales AND Retention
Short thought for the day: Your sales team should be rewarded for new sales. No one disagrees with that. But another kind of sales should be just as celebrated. Renewals and follow-up sales to existing clients.
Salespeople who sell and implement so well that they keep clients year after year? Those are the real assets to your sales team!
#SmartSales #CustomerRetention
Change Is Constant
Change is constant.
I’m realizing this as I’m in the middle of a second week of business travel and attending an industry event, in person, for the second week in a row.
So, yes, change is constant. Yet, the phrase, “the more things change, the more they stay the same,” remains true.
Digital transformation, doing business digitally, from marketing to records management, it’s all about change. And I have to embrace those changes. I have to keep up with the industry news. I have to keep my customers, prospects, and leads up to date on those changes.
But I still have to engage in ethical sales practices and I still have to walk what I talk. That’s where the “sameness” comes in.
I choose to continue to embrace ethics and ethical practices while I’m traversing ALL the change.
It’s not easy. Or quick. It means sales and implementations aren’t a slam dunk. It means I have to build trust and confidence before I can sell and implement.
But I wouldn’t change that. Not for all the easy and quick sales in the world. Even amidst all that is changing, I choose not to change my ethical sales practice.
#EthicalSales #SmartSales