As restrictions are gradually being lifted posted Covid19, we’re all being faced with new realities. Your field based sales team aren’t likely to be able to visit your customers with the same frequency as they once did. They will use the phone for much more customer communication in the future. Less face-to-face contact – but…
There are no prizes for second they say. However in selling there often are. Keep in touch and be helpful and friendly and one day your chance will come. Their favoured supplier will let them down at some point. Or even more key their sales contact leaves. The relationship starts again and you have your opportunity. Make the most of it.
You don’t find high pressure selling tactics used in B2B business to business markets, at least not as commonly as in B2C sectors. There are differences in the nature of the customer relationship in these 2 environments which means hard sell doesn’t work in industrial or commercial sales. Here’s why.
Tips on rapport building. This is a bit like tips on being a nice person. However building trust and integrity with your contacts is vital to build long-term sales relationships with them. And there are no easy solutions either.
It’s good your customer is moving on – here’s why. If you’ve built good rapport with your contact and the host company, you now have 2 trading prospects, formed from one customer. Turn this negative into an opportunity.
Some key advice on selling to your key accounts. Taking the long-term view is the attitude and approach to take to develop the accounts to give maximum revenue. Be patient and build solid relationships.