Twenty-five percent of the purchasing decision is determined by the overall sales experience, writes Scott K. Edinger citing a McKinsey study. He reminds us that frontline sales and customer-contact professionals are in a position to directly affect decisions about services and products. And, they may be the only one if the customer does not perceive value in the relationship.
While written with CEOs in mind, Edinger shares time-proven basics to consultative sales and customer experiences applicable for any customer-facing employee. These have been shared over and over.
Would your customer write you a check for the sales call?” – Scott K. Edinger
Source: Chief Executive. Link. Selling is not about pushing a product or service or calling whatever you sell a solution. It is about improving your customer’s situation, preferably but not necessarily with your products and services.
INSIGHTS: It’s often said that anyone who provides something that can eventually be invoiced is part of the sales process. Edinger would agree.
Thanks Kirk. This is a good article.