Customer experience makes a big difference in selling today.Every touch point in the process from moving someone to an interested buyer to a customer for life. How well do you stack up?
4. 86% of buyers will pay MORE for a great
customer experience, but only 1% feel that
vendors actually deliver. –CEI Survey
5.
6.
7. “While time is scarce,
trust and confidence
can be even rarer.
Buyers making high-
impact decisions will
gravitate toward
methods that make
confidence building
easier.”
9. SiriusDecisions reported that…
“According to sales management, the
salesperson’s ability or inability to
communicate value messages is the biggest
inhibitor keeping salespeople from achieving
quota.”
12. 57% of the buying
process happens
before sales gets
involved. - CEB
13. 59% engaged peers facing similar challenges
37% posted questions on social networking sites
41% researched postings from thought leaders
20% connected directly with providers via social networks
Source: InsideView, New Age of Selling white paper - Microsoft
“Engaging in social channels is a key to becoming a sales leader in your industry.” -The Aberdeen Group
Brand yourself
Cultivate referrals
Participate in groups
Pay attention to who’s viewed your profile
Follow and share prospects posts or tweets
Mention them
Follow/share their content
Viewed your profile
Content they shared
Followed you on Twitter
Shared your content
Business alerts
Re-tweeted you
Commented on a post
This nonsensical email is filled with jargon, buzz words and lacks any clarity as to the value this seller can bring to my business. I have a picture in my mind of what a sales meeting with him would look like and it’s not pretty.
When crafting sales messaging, keep these tips in mind:
Know your audience.
Make the message personalized, focused and relevant.
Skip the jargon and buzz words.
Include metrics to support success stories.
Get another perspective before sending the email or presenting your story.
by sending thank you notes, share knowledge freely, facilitate exchange between peers or provide referrals, and rarely ask for favors