Provide Solutions Not Spiels for Your Customers

By Centerpoint Connect. 

Grow your business and improve your sales team by focusing on the customer instead of your bottom line. 

The secret to being a top seller isn’t really a secret at all – it's simple! Provide great customer service by listening to the needs of your customers, and you’ll close the sale every time. This will not only leave them happy, increasing your customer review ratings, but will also help you expand your company’s reach. 

A key component of growing your roofing company is listening to your customers and meeting their specific needs. 

1. Account management is a skill that requires listening, not talking. 
2. Successful account managers follow up consistently and consider sales an ongoing relationship rather than a one-shot deal. 
3. Questioning is the foundation upon which account management transactions are built. 
4. Account management requires consistently and clearly communicating a unique story and position in the marketplace. 
5. Account managers consider customer objections and questions as an opportunity to solve a problem and clarify the situation rather than an obstacle to a sale.   
6. Account managers build a relationship instead of looking for a one-time opportunity.   

We over talk. We think people need to hear our rationale, our excuses or our insane schedule. 

All the client really wants to know is how you bring them value. How you will solve their problems. That’s it. Then, you need to make it happen and continue to communicate until the project is completed (not substantially complete – make that complete/complete with warranty in the client’s hands). 

Original article source: Centerpoint Connect