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Where’s your signature?

“I buy your products only because you represent the organisation!” These are words every Sales Pro would love to hear from the customers’ lips. If you have heard it anytime during your career, give yourself a congratulatory pat.

However, here is a warning: Don’t ever get carried away by praise; it will take you just one way – away from your customers!

And there are no off days in this game You may think, “Now that I have this person eating out of my hand I can relax a bit and get away scot-free even if I mess up.” Develop such an attitude and you will soon find your hand bitten off.

But do develop a personal signature and integrate it with your Customer Promise.

A few posts back I had spoken about a drill you must go through while starting each Sales day. You need to have a similar drill for your Customer Promise too:

  1. You have the customer’s Win uppermost in your mind.

You want to see the customer transitioning smoothly from the old to the new. Each step is planned and implemented without a hitch. There are no bottlenecks; you have taken care of it in advance.

  1. You deliver on time and as promised.

The customers shouldn’t ever have to chase you and if there is a delay you inform them before they find out. It’s as simple as that.

  1. You deliver the right product or services with the features as specified by the customer.

Never try to fob off something the customer hasn’t asked for. Here there is an opportunity to win extra points from your customer. Give something unexpected! A Car dealer can throw in a free check-up – costs nothing, but means a lot to the buyer.

  1. You continue the support after the product has been delivered.

Fly-by-night operations don’t have much of a lifetime – they disappear at dawn. Successful Sales Professionals give as much, or more, importance to the post-Sale phase as they do to the Sale itself. Imagine the customer receiving just a printed manual along with a sophisticated piece of machinery and being told to get it up and running on their own?

At every step you have the opportunity to leave a mark by communicating, hand-holding or just being present. The personal touches make you special!

Leave the indelible mark, not on paper … but on the Customer’s Mind!!

Categories: Ideas
  1. August 28, 2012 at 3:19 pm

    Perfectly written, Jayadev. Paper will eventually be eaten away by moths but not the minds and hearts. So, we all know what to win!

    • JayadevM
      August 28, 2012 at 4:06 pm

      Hi Umashankar

      Great to hear from you. Thank you for the support.

      Its a while since we got a new post from you .. busy?

      Best wishes!

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