An under-attended aspect in sole proprietorships, SMEs and even large companies is the detection and solution of blockages that generate permanent and constant sales losses.
This aspect, so expensive in our highly competitive and recessionary market, is as serious as letting valuable drops of water in the middle of the desert slip between our fingers.
A carelessly attended phone call, a transfer of the same call to a disinterested manager, a defensive response from a representative to a request or claim, a forced sale, etc., are some of the daily events that provoke them.
Unfortunately, even when we are reaching the end of the present millennium, no technology allows us to detect and objectively quantify how much is lost daily due to this important and extremely valuable concept. And sadly, when it comes to the conclusion that "something needs to be done about it," it is hopelessly late to twist the plowed furrow in the niche.
To avoid the effects of this very common phenomenon, and although it seems a well-heard phrase: "it only requires that things be done correctly".
Understanding ourselves by "doing things correctly", simply carry out all the daily actions thinking of the sole beneficiary of everything we are and do. In such a way that they are perceived as of real value or beneficial for current and potential customers.
Reflecting on this topic, it is appropriate to remember that potential buyers always pursue their satisfaction. And they are not prone to hearing issues that prevent you from quickly and effectively accessing them. To such an extent that, in the face of the barriers or blockages that come their way, they will not hesitate to direct their search towards the alternative place that provides it as they want.
The high satisfaction obtained in each of the daily contacts produces a clear perception that all members of the organization are fully in tune with their needs and requirements.
These pleasant experiences, when perceived in such a way by their recipients, end in the formation of an image of institutional quality or of the products or services they market. What would hardly be obtained otherwise.
Then, at some point of relationship with family, friends, colleagues, etc., they will have the opportunity to comment on the good experiences they have had the most impact on them. Thus promoting the best advertising that can be obtained and that is, precisely, the word of mouth referrals generated from satisfied customers.
Professional Selling implies that. Simply as a result of a strategy implemented tailored to each organization and undertaking. Establishing the strategy of how to achieve that all the sales representatives produce satisfaction in each contact they generate with the different clients or potential clients of the market niche.
Where all its members direct their effort towards achieving such links that produce satisfaction. What reaches its maximum expression when it is implemented in other non-sales but contact sectors, such as: service, administration and finance, distribution, etc.
The quality of customer service, through a program of "continuous improvement" in which all its members intervene permanently, is what actually produces this wonderful result.
The learning of Professional Sales Techniques for sales representatives, as well as the implementation of a Continuous Improvement program aimed at achieving the aforementioned, is accomplished through a training program tailored to each organization or undertaking.
Where the concepts, skills and abilities necessary to achieve the facts that you want to achieve, translate into a logical and proven way possible.
It is not a mere coincidence that the leading and successful companies in the world, in each category and niche, are the ones that sell the most.
What they do, for reasons of culture in customer service and delight in their countries of origin, is to have become aware long before us that this logical path must be followed to achieve it.
This key aspect of all business management could be found in the folder of ignorance or in the drawer of oblivion.
From this moment, we have become aware and aware of its existence and its importance. But what could not be said in a few months, if sales continue to be lost, is that no action has been developed to improve on this.
© Copyright 1999, by El Cronista
