In every company, there is a hierarchy which can be easily charted. However, I have yet to see a correct hierarchy chart.
The top rectangle is usually reserved for the CEO, or President, or owner. Then the second tier is made up of; General Managers, Chief Financial Officer, Chief Operating Officer etc. This second tier reports to the big rectangle. Reporting to the second tier is the third tier. Usually, these are; Sales Manager, Procurement Manager, Logistics etc. Then a fourth tier we get into Store Managers, Supervisors of the different sections of the business; warehouse, sales, logistics. At the bottom are the employees that report to the fourth tier.
You have successfully moved a prospect to a customer. they are not clients until they have bought the second time.
Once that is accomplished how does one keep them keeping back? As I promised you last week, I will be providing some tips on not only keeping your customers but to also make them loyal and paying customers for life.
I am going to shock some of you who follow my blog and I may even lose some of you, but did you know there was a time before the Internet, iPhones and laptops and some of us actually lived and worked, during those days. In those dark ages, there were set times where commerce actually occurred and we were expected to work those set hours. However, in today’s’ technological global world, all of that has changed.
Two words that no one wants to hear: “You’re fired.” Two words made famous during the running of ‘The Apprentice’ on television. Two words that some in the United States would like to say to the current President. It has in all likelihood happened to you if, you have been in this game as long as I have. It certainly has happened to me. That will be another blog for another time. However, did you know that as a sales person you can ‘fire’ your client?
The short answer is, absolutely. Customer service is one of the five selling styles for sales success and all five must be used to reach the pinnacle of ones’ career. However, the over reliance on any one particular style will sabotage your own success. The Customer Service Style is the easiest and therefore, the one that most salespeople over emphasize creating challenges that should never exist.
What is the most precious gift that you can give someone? Something that they will treasure and value and put you three steps ahead of everyone else in your client’s eye? The answer, strangely enough, is listening and then moving to an action based on that listening.
There is no doubt that in order for long-standing sustainable business to happen, you have to first and foremost, foster bonding and rapport.