A customer who is already giving you a substantial amount of business will often listen to you more readily than competitors if you want to sell them more. Point out to them how giving you more business rather than your competitors will increase their profitability and help enhance their ordering procedure, and your on your way. Make it clear to them how ordering more from you will benefit them. It's “the them”that is important, not “the you”.
Here are some things to know and find out to make sure you have the right information to help your customer buy more from you.
Why are they buying your product?
What do they expect from your product?
If possible, point out other uses for your product.
Find out if there are any problems connected with your, or your competitors product.
Pass along any tips you may come across in your territory that may help your customer.
Show your customers how splitting business may increase their shipping costs with your company,and also affect their discount rate.
Provide a little extra service. Drive your imagination.Know how your customer is fairing, if they are doing more business overall make sure your business increases.
By all means avoid these mistakes:
Feel like your getting most of the business and it's better to leave well enough alone. Careful, sometimes customers want to give the other guy a leg up. That's understandable: but make sure you measure it correctly so you don't give your competitor anything solid to build on.
Taking for granted that they will call you if they need something. This is dangerous. Keep in touch with everyone in the account who has a hand in ordering your product. Make sure you know their habits,when they buy,who do they consult with etc. Know everything about the who and whys of their ordering patterns that you can find out. This is critical.
When customers buy an item and you don't suggest a larger amount if you think it necessary you are making a mistake. Know what they need and explain it to them. Not having what their customers need when they need it is a lost sale to them. Having a little extra of an item is always better than not having enough, especially if that item is a staple or in demand. Explain this correctly and you will have no problem.
Always be on the lookout for additional business but never at the expense of your core customers. Remember even if they are buying a substantial amount from you, you can still increase this total if you approach it wisely and handle in judiciously. Just show them how buying more from you will benefit them.
Thank You
Joe D'Ambra
www.basicsofsales.com
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