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Today's
sales market is much different than ever before. No longer is the salesperson in
charge of the sale. Today's buyers have huge amounts of information available to
them at the click of a mouse. They know the specs and prices of all equipment
and can comparison shop on-line. The customer wants to know one thing,
"What is your best price?" So, when you do visit their facility, what
will make you stand
out among the crowd and help you win the deal?
ADD VALUE -
the salesperson of today must become a valuable asset to his/her customer's
purchasing decision.
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SELL
YOURSELF - Take the
time to understand your customers' business and how the purchase or service will
impact and enhance their profitability. Always keep your customers' best
interests in mind - making the wrong sale can be worse than not making a sale.
Be accessible. Let your customers know how to reach you, or someone else, if you
are not available. There is
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nothing more frustrating to a customer than to make a call and have to wind through a maze of voice-prompts before, finally, reaching someone who cannot help them.
At HFA we have our people greet your call, and direct you to the appropriate
personal.
- SELL YOUR PRODUCT - Be knowledgeable about your product as well as the competition's and communicate this to your customers. Illustrate how your product or service will fit the customers' business. Be creative, the "one size fits all" mentality no longer fits.
HFA with its network of funders has the flexibility to
structure financing to fit your company’s needs.
- SELL YOUR COMPANY - Tell your customers about your company, its history, background of the owners and the length of time it has been servicing its customer base. Your customer needs to know your company will be there when they need them, if they have a problem or just a simple question. An up-to-date database of customer information will enable your customers to get superb customer
service, even in your absence, and maintain that personal relation
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ship you worked so hard at establishing.
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RETAIN CUSTOMERS - Studies show that the majority of new customers will come to you
through word-of-mouth referrals from your existing customer base and that the cost to acquire a new customer can be 5 to 10 times higher than retaining a current customer. Given these facts, it should be clear that retaining current customers be a top priority. If you have demonstrated how you add value to your customers' purchasing
decisions throughout your relationship, they will be less likely to leave for a competitor's lower price.
At HFA we take pride in the fact that the majority of our business are
repeat customers and customer referrals. Our customers are our best
salespeople.
Selling is no longer about high-pressure techniques, or "schmoozing" the customer. Today, successful sales people will recognize what is happening in their industry and will be able to offer creative ideas on how to make their customers more successful.
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