Habit 36: Let Your Customer Do the Selling

March 22, 2017 Selling Comments Off on Habit 36: Let Your Customer Do the Selling

To continue with the “Account Development Habits”, let’s look at Habit 36: Let Your Customer Do the Selling.

Why should you work so hard when you can let your customer do the selling? This doesn’t sound right, does it? Or does it?

Prospective customers/prospects field visits to existing customer sites to demonstrate your product or service is a crucial “Sales Cycle” event. Again, why should you sell when you can let your customer do the selling?

Who is a more believable source, you or a customer that actually uses your product or service? The answer is obvious; a prospective customer will believe a user rather than the salesperson. Right? Right!

How many times have you taken a prospective customer to an existing customer site and demonstrated your product or service? If it’s once in a while, that’s not enough. If it’s never, then that’s awful.

Assuming that you have existing customers that are pleased with your product or service, it seems obvious that every sales cycle should include a demonstration at these customer sites. Satisfied customers sell products and services and they are a tool that “Top Performers” use without hesitation. “Top Performer’s” customers expect to be used, they are proud of their installations and they want to show them off. Why wouldn’t you use this tool?

Make this event a part of every “Sales Cycle.”

Habit 36: Demonstrate your product or service in the field at existing satisfied customer facilities and let them do the selling.

“A Habit” is not work, but just a thing that is done every day and demonstrating your product or service in the field at existing satisfied customer facilities and let them do the selling is critical to your success in sales and can easily become a Habit.

TIME MANAGEMENT. For Top Performers every task is planned and focused on the goals that earn the results. Top Performers plan and then engage. They act on their plans, they work hard and they get results.

Coaching these skills is a critical part of what we do. We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully.