Clearly, personalizing leads is not exactly the easiest thing to do. If a salesperson tried to have a personal relationship with every potential lead and prospect that was deep and abiding, that sales rep would be a babbling idiot after two months.
But luckily, that isn’t exactly what the B2C customer at least is looking for, and it can be mitigated for the B2B customer. What the customer is typically looking for is a bond with the company that the salesperson represents not just the bond with the individual. So the feeling of closeness sometimes without a human relationship is there. It’s expressed with the statement “I just feel that they know me.”
Are you skeptical of that? Think about your own relationship to Amazon.com. Why do you shop a lot at Amazon, if you do?
The most important lesson for sales? Customers are now looking to be involved in the process, not just sold to. There is little a salesperson can do about a customer’s state of mind on a given day, so they are best served by figuring out how to do what the customer almost always wants especially on larger sales or repeated repurchasing. Customers want to be engaged and they want to feel “known.” They don’t just want to be the subjected to the multiple steps of Miller-Heiman because of the operational requirements of the company. Amazon engages and knows the customer by giving them tools, not by voices over a phone. You now I’m right. Just look at your credit card bill.
Customer Relationship Management Related Tutorials
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Customer Relationship Management Related Interview Questions
|Customer Relationship Management Interview Questions||Principles of service marketing management Interview Questions|
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Customer Relationship Management Related Practice Tests
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Customer Relationship Management Tutorial
Omg! Your Customer Really Is Your Bff!
Crm,cmr,vrm Or . . . Who Cares?
The Customer Owns The Experience
Enterprise 2.0:not Exactly What You Think
A Company Like Me:new Business
Do You Have The Ring? Tools For Customer Engagement
Love Your Customers Publicly: Blogs And Podcasts
Wikis Are A Weird Name For Collaboration, N’est Çe Pas?
Social Networks, User Communities: Who Loves Ya, Baby?
Movin’ And Groovin’: The Use Of Mobile Devices
The Collaborative Value Chain
Sales And Marketing: The Customer Is The Right Subject
Customer Service Is Our Name—and Our Game
The Difference:crm,the Public Sector,and Politics
Soa For Poets
At Home Or In The Clouds-and In Open Spaces Between
Big Picture,big Strategies
Mapping The Customer Experience
Process And Data Go Together Like…crm Operations
Value Given,value Received
When You Buy The Application,you Buy The Vendor,though You Don't Implement Him
Waving To The Future
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