"Knowing how to win (and keep) customers is the single most important skill companies can learn."
(Michael LeBoeuf, How to Win Customers and Keep Them for Life).
Knowing how to win and keep customers requires sales intelligence, specifically:
- The reality of your customers true needs, not assumptions based on filtered information
- What you need to hear and understand about your customers, not necessarily what you want to hear
- A keen understanding that can be turned into action, not just an analysis that sits on the shelf
Each step in the customer life cycle, from making the initial sale to renewing the contract, presents an opportunity to gain sales intelligence. Yet companies that use direct and/or third-party sales channels have limited ability to obtain unbiased, qualified information that will uncover the drivers of their customers' buying process and satisfaction.
There are many obstacles to developing sales intelligence internally, including customers' discomfort with expressing negative feedback and company representatives misinterpreting customer feedback. These difficulties result in the Perception/Reality Gap that many companies face today:
The company's perception of how customers view their strengths and weaknesses does not match the reality of how customers actually view them. This gap makes it very difficult, if not impossible, for companies to build sales intelligence.
Insight into a prospect or customer's perceptions of product/service delivery requires elements that only a third party can deliver.
SalesDiagnostics provides the anonymity, confidentiality and objectivity required to obtain customer feedback that is unbiased, forthright and accurate. We fill the Perception/Reality gap.
SalesDiagnostics services provide benefits to many areas of the company including
Learn more about our services and proven methodology for delivering results. Then get started with us to learn more, win more.
|
