Champion salespeople understand that when salespeople leave an organization, they sometimes leave something very valuable behind—their clients. Those clients are now orphans unless and until the company re-assigns them to someone who is still on the team. Promotional Consultant Today shares these simple sales strategies for keeping these customers as company clients.
When there is turnover on the sales team, it can be unsettling for most. Sales managers may need to hire replacements, average performers are likely to step up their game in order to avoid being next on the list and poor performers can get so rattled that they become next on the list to be replaced.
Sales pros are the first to speak with upper management about their desire to serve the needs of those orphan clients. They are prepared to help make the transition to a new representative as painless as possible for the clients.
As one sales professional who tried this technique said, “As soon as I started going through the files of the salespeople who’ve left this firm, my income took off. I called these abandoned customers, re-established rapport, picked up pre-qualified leads and closed a high percentage of them.”
Why are these leads pre-qualified? Because you represent the product or service they’re already happily involved with, and the files are jammed with details about their challenges and needs. You’re in a perfect position to handle any new challenges these customers might have or to advise them on continued use or upgrading their product or service.
You have excellent reasons for re-contacting them. Once you begin serving them well, you’ll be seen as their hero because the previous salesperson obviously wasn’t doing the job well or they’d still be doing it.
Take time to adopt these clients the right way. Make them wish they’d bought from you to begin with. And then get them happily involved in a repeat performance with the products and services you offer.
Source: Tom Hopkins is world-renowned as an expert and authority on the subject of selling. He has helped more than four million students on five continents enhance their careers and earn higher incomes through his proven selling strategies.