Build relationships to create a superior customer base.

The above is absolutely true, I mean for starters most of us wouldn’t buy from someone we aren’t keen on if the alternative is just as good, but there is another network that it is essential to build, additional relationships that are as important if not more so! Let’s talk about this now.

When we uncover a sales opportunity do we close it on our own? Start to finish all the way through the process? The answer should be no and for good reason.

In my sales organisation and others before this there are approximately 8 people involved in every project or opportunity. 8 people in various roles that assist in building excellent pricing, design and delivery proposals and contract’s for our customers.

Typically you aren’t going to engage with them everyday so don’t expect that to be the case but in most projects I lead, it will most certainly be a few times per week.

The most important people in your sales team will be.

Pre sales engineers: without their technical know how and design knowledge you may as well be selling hopes and dreams. They make it a tangible item and help us sales folks to demonstrate the true ability of our products. If your product is not technical in nature then a direct replacement might be a product specialist. Work closely with your pre sales engineers and product specialists. You can’t do it without them. They will help you to build a picture of how your product fits your customers requirements and once a customer recognises this, you are a good ways forward to completing that sale.

Pricing specialists: It may be that you have pre priced services or products or it maybe that there are a ton of moving parts and suppliers and contacts that need co-ordinating, either way the pricing element is key and pricing specialists have the day to day understanding of the competitors base and how to price your solution. Also they are extremely protective of their numbers so if available to help in conversations at negotiation stage then don’t be proud and do get them involved.

Service: These are the very best of the best. In my company we love this team, and why? Because they can’t do enough for your customers. Don’t get me wrong, you mustn’t promise things that can’t be done as that would be unfair to put the service team in that position but they go above and beyond and this I have found it very important.

If you have these great people on your side and you work as a unit on your sales opportunities the chance of success is significantly higher because you remove the risk element of doing business with you and your company. More on that another time.

Any questions or advice send me a note on Twitter or comment below.

Thanks for reading

Andrew