Sales Training 28 – April – 2008

Topic: Know your customers or risk losing them
Sales Present were: Lance Wang, William Hu and George Jin
Presenter: Bob R. Foday

Know your customers or risk losing them

Sales that focus on attracting new customers at the expense of retaining their existing ones could face customer Dissatisfaction and lead to losing client and business.
"Selling to existing Customer is the key to success as you are always assured of con stant business. "When you  increase  your skill on customer retention (selling to existing customers) you will make more deals and more profit. Losing existing customers is one of the dangerous mistakes in sales as it leads to stagnation, loss of business or loss of a job
A Former IBM Sales representative was once making more money than his sales manager by simply selling to existing client. He then at one point makes more money than his sales director which was brought to the notice of the CEO. 
If you do not effectively use existing customer data then that will lead to repeated bad results, lost opportunities to grow or loss of a job.
Sales needs to do everything they can to retain and enhance their existing customer relationships.
Do you have excellent knowledge of your customers in terms of behavior, personality and when his friends, colleagues, his office or Embassy will need a car?
The root causes of not completing your quota each month is simply you are not making use of your existing customer dater. Some of the key initiatives to increase customer retention included improving customer communications, addressing complaints, problems and pain points; Improving customer service and enhancing the customer experience.
I encourage all sales to be more effective at tapping the valuable benefit of customer data that will bring about a change in your sales carrier.

Based in Beijing Car Solution, Bob R. Foday is the author of "How To Make abundant sales and how to transform from ordinary sales to a super sales, Bob Can be reach at any time of the day at extension 12 if you want to make a different in your sales career