Comments on: Don’t let your sales team lose a sale or a customer http://bensherwood.net/index.php/dont-lose-a-sale-or-a-customer/ Thoughtful commentary on issues facing the marine industry Tue, 17 Aug 2010 13:44:07 +0000 hourly 1 http://wordpress.org/?v=3.0.1 By: Ben H. Sherwood http://bensherwood.net/index.php/dont-lose-a-sale-or-a-customer/comment-page-1/#comment-156 Ben H. Sherwood Thu, 05 Nov 2009 22:36:54 +0000 http://bensherwood.net/?p=687#comment-156 Ed: Thanks for your comment. I like the way you train your sales people. Establish a relationship, then sell the dealership, then the product. Ben Ed:

Thanks for your comment. I like the way you train your sales people. Establish a relationship, then sell the dealership, then the product.

Ben

]]> By: Ed Lofgren http://bensherwood.net/index.php/dont-lose-a-sale-or-a-customer/comment-page-1/#comment-153 Ed Lofgren Thu, 05 Nov 2009 17:22:48 +0000 http://bensherwood.net/?p=687#comment-153 You are right on about the training aspect of sales & customer success. The companies that do this best are usually very successful (I think of big companies like Disney for example). But, it applies to all of us; our people need to have the thought imbedded that if there is a potential customer visiting, they need attention, and first of all, a good listener. Further, our dealership instructs salespeople to establish a people relationship , however briefly done, then 'sell the dealership', also a brief interval, and THEN and then only, get to the product and its virtues. It's an age old approach that simply put, has worked (for over 50 years). Some things dont change much. Education & Training - tres important in our business lives. Best, Ed Lofgren 3A Marine Service Hingham, Ma. You are right on about the training aspect of sales & customer success. The companies that do this best are usually very successful (I think of big companies like Disney for example).
But, it applies to all of us; our people need to have the thought imbedded that if there is a potential customer visiting, they need attention, and first of all, a good listener.
Further, our dealership instructs salespeople to establish a people relationship , however briefly done, then ‘sell the dealership’, also a brief interval, and THEN and then only, get to the product and its virtues. It’s an age old approach that simply put, has worked (for over 50 years). Some things dont change much.
Education & Training – tres important in our business lives.
Best, Ed Lofgren 3A Marine Service Hingham, Ma.

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