LAYNE NOCERA CHARGE YOUR SALES TEAM!

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(Free-Press-Release.com) March 11, 2010 -- 5 Tips for B2B Selling

Listen well. Let your customers talk so you can learn their needs and determine how your products or services can help them.
Learn as much as you can about your prospects' industry. You may come up with ideas to help them that they haven't thought of before.
Make yourself a part of their team. Demonstrate that you're there to help them increase their bottom line.
Emphasize the benefit of your products or services. Show how you can help customers cut costs, increase profits, or beat the competition.

Follow up. Keep customers coming back by making sure your products or services work well for them. If not, show concern and fix things cheerfully.
5 Tips for Pleasing Customers

Teach employees to answer the phone with smiles on their faces. Phone experts say customers will hear the smile in the employees' voices.
Hire people who love people.
Require that employees speak clearly and slowly enough to be understood--especially on the phone. Nothing turns off customers more quickly than impatient, sullen, or indifferent employees.
Make sure employees have a thorough understanding of your products and services so they can answer customer questions.

Give employees leeway to meet customer needs. Does a vegetarian in your restaurant want a meatless meal? Be sure waiters know they can make substitutions.
5 Tips on Building Customer Relationships

Make sure your employees know that courtesy and friendliness aren't enough. What customers really want is effective, efficient help.
Introduce your clients to your customer service representatives. Meeting a customer face-to-face instead of just on the phone can motivate employees.
Thank customers for their referrals. One real estate agent sends a fruit basket to clients who refer other home buyers or sellers to him.

Encourage employees to go the extra mile. One dry-cleaning employee couldn't find a customer's garment because it was missing the usual identification and price information. To make up for the inconvenience, she let the customer have the order free.
Don't lose the human touch. If most of your business is done via technology, you have to try even harder to make customers feel valued.

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