Open Enrollment Sales Training
Private Group Sales Training:
Group sales training
seminars can be tailored to the needs of
the client
organization and delivered on-site at the time and location of the clients choice.
Public Open Enrollment Workshops: Individuals are invited to
participate in monthly sales classes held across the US in an open enrollment format.
For more information and pricing, please complete this form and we will email
you a confidential Annotated Outline that will provide you with an hour by hour
description of our sales training workshop
of your choice.
Sales Training: Effective Sales Prospecting Through Contacting Your Old Customers
It's always a good idea to keep relations with your old satisfied customers; there will be a good chance that they will give you sales referrals without you even asking. How many times have you "showed up" in any sort of social gathering where you are known to be selling a particular product, and suddenly you are approached by someone who asks for a sales appointment with you, or asking you to call someone who needs your product or service? In this case you didn't ask for anything, all you did was "show up".
Think about contacting ALL your old customers. To "show up" even on the phone, asking sincerely about them, how is the product is working, gives a good chance - even if you don't ask- that your old customer will give you a new lead or two!
Make sure they are always satisfied!
Don't think that it's customer service job and not yours. Contacting existing customers periodically is one of the most important techniques that will give a great push to sales department, and the organization as a whole, for many reasons:
1. It keeps you aware of what's happening in the market.
2. It gives you a good chance of up-selling or cross-selling.
3. You might know important information regarding your competitors' moves in the market.
4. You will have some complains too! Un-satisfied customer always complains, but unfortunately not to you! They complain to others which will harm your reputation big time. This will be a very good chance to report internally for the unsatisfied customer immediately and make sure to follow up on the resolution actions taken by your company until they become happy again.
5. If they are satisfied, the chances are you might get a new business from them, or a referral. If you get nothing, at least you will have a golden chance to ask!
3 Reasons why satisfied "old" customers might be of a greater value in sales prospecting than "new" customers
1. They are confident that you will properly "deliver" to whom they will refer you to
By the definition, they are "old" and "satisfied", this means that they are satisfied for a long time by now; it will be easier for them to give you sales referrals specially if those referrals are close to them. Relatives or close friends.
2. Old customer knows the product well
When your customer advises others about your company and your product, you will be confident that they will deliver the right message and will pave the way for you properly to start your next move.
3. Sales referrals will not ask you for a reference!
They already have a satisfied reference for a relatively long time; they will not bother you asking for more references. This will definitely shorten your sales cycle.
Old satisfied customers are a sales goldmine that most sales people don't utilize effectively. They search for sales leads everywhere and pay no attention to look just beneath their feet for the gold!
Source:
Hisham Hanna
link
Related: Sales Training
More sales training tips...
Students of the Sales Training Institute will learn to:
- Generate increased top line revenue
- Create better margins
- Lower operating costs
- Develop stronger selling skills
- Strengthen your company’s identification of strategic sales
opportunities
- Design and optimize strategies for selling and winning business
- Become more productive at their jobs
- Implement more effective communications skills
- Generate powerful customer sales presentations
- Your sales force will become immediately more productive at their jobs
and be more effective in their communications. Our sales training will help you energize your sales force!
