In the CRM world we always have to bear in mind the system is meant to reinforce good customer relationships. I have explored in my previous posts how from time to time people miss the mark. We need to bear in mind the principles which make sales people successful and gear the system to reinforce that success.
The following are five principles of sales which create opportunities for success. We use them to review the system implementation and ensure that we are enhancing the opportunities for the principles to be applied.
- Listen to your customers
- Seek to understand your customer’s situation
- Identify your customer’s needs
- Provide proof that your product or service can resolve their needs
- Customer believes your solution is cost effective
For those implementing CRM, the goal is always to drive business value by reinforcing opportunities for those who use it to be successful.
Chief Strategic Architect | Winrox | 425-577-7377