Customers are feeling pressure to get more done with less, so many of them are reducing the number of companies they do business with. At the same time, companies are urging their salespeople to increase sales to present customers.
Salespeople who stay focused on the needs of customers are less likely to be unseated by special deals offered by competitors. They may also be rewarded with increased customer loyalty and repeat sales.
When conducting sales training, here are three areas you should stress salespeople focus on when trying to increase sales to existing customers — along with strategies that can improve their performance in each:
1. Increasing penetration
Salespeople who are willing to put in the hours preparing and learning about their customers, their problems and their needs record the highest penetration.
Here are strategies for increasing penetration:
- Identify products or services the customer could buy but…
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