In sales, there is getting the account, and then managing the account. The two skills are completely different, and should be treated differently. Once you have the account, you need to develop good sales account management to help you retain and develop your clients. A good account management process can be a major tool in increasing your sales revenue.
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Look for the "No"
One of the ways to help meet your customer's needs is to look for the "no" answer to your questions. If you ask a customer if they feel they would benefit from one of your new products or services, and they say "no," you can then begin to build the case for selling the customer that product. By learning to overcome the client's objections, you learn to better manage your accounts proactively-looking for ways to help them while also growing your revenue.
Change Your Perspective
Too many account managers talk "at" a customer rather than "to" the customer. When a customer talks about her business and how she feels your product or service would help her, you need to tailor your responses based on what the customer is telling you. Rather than mindlessly pointing out features, use the information the client is giving you to guide her to a sale.
Know Your Customer
A proactive account manager researches clients thoroughly---even pulling information from public records and media reports.
A good account manager will also ask detailed questions of the customer, too.
Ask about the company's history, its processes, competitors and the major trends in that industry.
Develop relationships with key decision makers, and be sure to learn their plans for the company's future.
Keep detailed notes every time you find out something new about your clients, and refer to those notes when discussing how your business can help your clients.
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