They manage the relationship and continuously build relationship equity.
The emerging role of the sales professional today is not to increase sales. Let me repeat that--- your role today is not to increase sales. Your role as a sales professional today is to systematically and consistently increase the number of customers who choose you to be their #1 supplier.
You must become----The Supplier of Choice----which means you always get-----The First Call----and The Last look.
Don’t make the rookie mistake of thinking that your customers don’t give last looks. If your customer does not give you the last look, then that means somebody else is getting it. It’s time to evaluate the relationship equity you have built with that account. Sales representatives are successful today because they gain the majority of their targeted customers business. They manage the relationship and continuously build relationship equity.
That does not mean they operate with the old lone wolf mentality doing everything under the sun for the customer. They are successful because they take full advantage of all the resources their company has to offer. Transactions and promos flow through a managed relationship. They also dedicate a specific amount of their time to new account development and penetration of those accounts with high potential rather than over providing service functions to existing accounts.
ACTION POINT: Identify the number of accounts where you are the supplier of choice.
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