Wednesday, February 15, 2017
Are Your Sales Reps Emotionally Involved?
Emotionally involved sales reps are better equipped to differentiate themselves. It starts when they invest time researching a business and its power base prior to making contact. The knowledge gained enables a solid customer-centric conversation, which sets the stage for a prospect to ask how your product or service can provide the value and benefits they need. This knowledge can be weaved into your proposal and price negotiations.
Emotional attachment continues after the sale and throughout the customer relationship cycle. As customer ambassador, the sales rep ensures extraordinary support and listens to customer ideas for product/service enhancements, new products and services, and suggestions for improving your touch points and making it easier to do business with your company.
When sales reps have a lot invested, it is more difficult for them to give up. What are your chances of real success, if you can't get emotionally involved?