✓ Salespeople should follow up to assess customer satisfaction
to ensure the customer’s expectations have been met
and. ✓ This can help salespeople build trust. ✓ Most customers will not complain when they experience dissatisfaction (unless the dissatisfaction is great) or when their expectations have not been met.
Why is it important for a salesperson to establish expectations with a new customer?
Setting realistic customer expectations helps
a business win the customers’ trust
, If you can successfully manage these expectations, you can better meet and even exceed them, and as a result you get to have a long relationship with customers, some of whom will become advocates.
Why do many salespeople seem to ignore after sale activities that enhance the relationship?
Setting realistic customer expectations helps
a business win the customers’ trust
, If you can successfully manage these expectations, you can better meet and even exceed them, and as a result you get to have a long relationship with customers, some of whom will become advocates.
Why should a salesperson encourage his or her customers to complain isn’t this just asking for trouble?
Why should a salesperson encourage his or her customers to complain? Isn’t this just asking for trouble? No,
it’s good for them to have a relationship
so that the customer feels comfortable to complain because if they don’t complain, the salesperson will not know what needs to be fixed.
How can salespeople enhance their chances of securing an appointment with a prospect?
Salespeople will be more likely to secure an appointment with a prospect if they follow three simple directives:
give the prospect a reason an appointment should be granted
; request a specific amount of time; and suggest a specific time for the appointment.
How do you manage continuously escalating customer expectations?
- Openly discuss solutions. …
- Provide clear timelines. …
- Be transparent and honest. …
- Remain optimistic, but realistic. …
- Follow up regularly.
Why do managers expectations need to be taken into account?
Plain and simple – job expectations and role definition
will keep your employees focused
. This will prevent them from getting off track and wandering off task, and will ensure that they produce outcomes on a regular basis. It also prevents your employees from periods of stagnation vs.
What are the four sequential components of effective follow up?
- Communication.
- Resilience.
- Service Motivation.
Why is it important to assess customer satisfaction?
Measuring customer satisfaction helps
you take stock of that demand
, find out what your customers like, and maybe even discover what they don’t like and what leads to dissatisfaction. A proper understanding of your customers’ satisfaction will help you identify their specific needs, better than any market study.
Which of the following is a disadvantage of a personal visit for post sale follow ups?
Which of the following is a disadvantage of a personal visit for post-sale follow-ups?
It can be time consuming
. Traditional salespeople have been known to: pass the blame when customer complaints arise.
Why should you encourage customers to come to you when they have a problem?
“Encouraging complaints from customers will not only help firms
get better at handling
and resolving them it will also help them encourage their customers to provide better and more useful feedback. … When you get those complaints, make it a top priority to turn the experience around for your customers.
How do you encourage complaints?
- Listen sympathetically to a customer who has a complaint, and make sure there is always someone available to do this.
- Never be defensive, even if the complaint seems largely unfounded.
- Validate their complaint – show them that you understand their difficulty and empathise with them.
When should a company encourage its customers to complain?
- You aren’t getting the whole story about your business. …
- Bad news about your business travels faster than good. …
- Fixing problems turns angry customers into loyal advocates. …
- Your staff will be more focused on making the customer happy.
What are the key characteristics of effective sales dialogue?
- Are planned and practiced by salespeople.
- Encourage buyer feedback.
- Focus on creating value for the buyer.
- Present value in an interesting and understandable way.
- Engage and involve the buyer.
- Support customer value through objective claims.
Which of the following is a reason why a prospect raises objections?
Which of the following is a reason why a prospect raises objections?
The prospect wants to avoid the sales interview
. … Sales resistance refers to: a buyer’s objections to a product or service during a sales presentation.
What is usually the most significant type of product information a salesperson should know?
whats in a product. … The most significant product information a salesperson should know is
how the product can and should be used
. This is because it is unlikely for a customer to buy a product if s/he doesn’t understand how it will benefit her/him.
