Keeping Customers: Enhancing Relationships
Retaining customers in competitive markets is never easy to do.
Customers almost always leave the door open for competitive bids, especially if they look upon their salesperson as simply an order-taker. But when they perceive a salesperson as a trusted advisor and consultant---someone who understands their business, their strategy and their challenges---the dynamic of the relationship with the salesperson changes. Suddenly, the customer is not "buying product" and compelled to send out an RFP; they are discussing potential solutions to a problem with a trusted business partner.
The salesperson that brings added insight and distinct value to the customer relationship is the one that builds customer loyalty and acheives greater account penetration.
Forum's modular, research-based library of sales training content focused on Keeping Customers enables you to equip your sales force to do just that.