Where customers are concerned, what used to count as high service by a supplier is thought of as basic service today. A great service provider is required to:
1. Keep consistent top quality with out any blunders worth mentioning.
2. Notify the buyer continuously about the latest trends and contributes to the clients being able to react to these promptly and at a fantastic price.
3. Go through the chain of value generation and looks for possibilities to rationalise and passes on any eventual price benefits to the client.
4. Maintain their prices persistently within the low end of the market scale.
5. Make sure that their manufacturing won't endanger wellness, is safe and kind to the environment.
These 5 increased requirements lead to serious adjustments in business field sales. The sales man or woman needs to develop from a profit maker right into a problem solver. In demand are comprehensive answers comprised of numerous products and services, the appropriate information and in depth assistance. There is certainly no-one better suited to performing this than the salesperson who keeps in close personal contact with the customer.
Consequently the salesperson is more and more becoming the clients advocate. They hear to the customers thoughts, wants and on top of that to their criticism and pass them on to their company. As the clients representative, the field sales man or woman will gain a greater impact on goods and quality rates than in the past.
In the end the sales man or woman will increasingly turn into a market researcher. They know the products, the levels of competition and their prices and the way the clients evaluate the businesss services in comparison with the competition.
Sales supervisors, sales management training specialists inform us, need to be conscious that this will likely also change the traditional sales process their sales men and women may be working with.
The salesperson needs to build up a partnership of trust with each and every decision maker inside a clients company: persuading is out - convincing is in!
The salesperson must go from being an info giver to being an information receiver. The client isn't going to have to know every thing concerning the seller in the first instance, rather the other way round! Regular group discussions with customers, for instance, have proved themselves useful.
The sales person typically takes on the function of co-ordinator of the client-supplier relationship. They are really the contact partner when customer support doesn't work, an invoice which has long been paid is demanded for the third time, a warranty promise isn't kept or the shipping time is overrun.
It is really clear by this that totally new demands will be made of your salesperson:
The new salesperson is an excellent listener, analyst and communicator. He knows the client and his wishes and can convey these to his colleagues in the business.
For this they have to be in a position to talk to specialists from departments much removed from sales, for example research and development, both in the companys business and their own.
The pure selling stratagies like closing deals or dealing with complaints, whilst still vital, will reduce their significance. On the other hand, co-ordination ability, talent for organisation and team capability will become a lot more essential.
The salesperson who is stringently guided by quotas will quickly belong in the past. The new salesperson is self managed, self lead and self stimulated. A refresher sales management training program may very well be helpful to the sales manager having to lead these new sales men and women.