From Sales Executives to Professional Account Manager

If you’re a sales executive and are keen to work your way up the corporate ladder and become a professional account manager, you should consider sales executive training to help you achieve your dream.

If you are knowledgeable in your chosen profession, you respond promptly to all enquiries and you’re ethical in all your dealings with customers, you have acted professionally and this is a good base for developing managerial skills.

Some of the skills you would revise during sales training include:

Consultative Selling

In consultative selling, all sales calls revolve around the customer and their needs, rather than the usual ‘product push’ cold call. During a consultative selling call, the salesperson would discover the needs of the customer through mutual conversation and then try to meet those needs by offering a product. The language used during the call should be more benefit-orientated than a standard sales call, to reflect this.

Offering Creative Solutions

Another aspect of this type of selling is that the salesperson should be able to choose products or services from a broad range and pick one or more that are most suited to the customer to provide them with a truly tailored service. This is called offering creative solutions or multi-selling.

Focusing on Value

Today’s consumers are becoming increasingly sophisticated. Rather than being loyal to one company, customers are shopping around to get the best deal – possibly because of austerity measures and the economic downturn. Whatever the reason, they are looking for high quality products at competitive prices. Part of your sales call should therefore focus on the good value and affordability of your product.

This value product can be offered as a solution to the customer’s problem that will bring them a return on their investment.

Gain the Trust of Your Client Base

Gaining the trust of the customer, having in depth industry knowledge and advanced sales skills will give you a strong professional relationship with your clients. Those who provide advice can become a trusted advisor and give themselves the edge on their competition.

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How Successful Companies use Customer Service to save money?

The current difficulties businesses face to obtain credit may have you wondering how to balance your businesses budget. As a result, you may want to prioritise your spending to focus mainly on marketing your products or brand name.

However, the customer experience is just as important. The secret of a successful business is not just about marketing, it’s also good customer service. Effective and friendly customer services training should be viewed as an investment in client relations and in the company. There is no sense in reeling in a customer with your product only for him to have a disagreeable purchase experience and decide not to come back. A happy customer is a returning customer.

Make Sure You Have a Customer Service Telephone Line

The ability of your customer to reach you easily regarding orders, returns or any other issue will increase their satisfaction and your reputation as a company. This will increase your sales without huge set-up fees. Remember, your customer service line may be the only time a customer has any communication with your company so their first impression is vital. All staff should attend customer service courses.

Use Customer Service to Advertise Your Business

If you are a small business and you’re selling products that lots of other businesses sell too it can be difficult to cope with the competition. One of the things that could make you stand out is outstanding customer service. Many consumers yearn for the ‘old days’ where proprietors knew each of their customers personally and took the time to chat to them. If you can offer this personal touch you should advertise it.

Offer Self-Service Options

Some customers prefer to embrace modern technology and would like to manage their transactions themselves for the speed and ease of use. You could provide additional self-service options. Make sure your staff are prompt if a customer has a problem or query.

Have in-store Educational Videos

Showing educational videos on how to use your products may increase sales.

Seek Customer Feedback

If you seek customer feedback you will know what products the customer wants and can tailor your service to their individual needs.

Photo Credit: www.forbes.com