Sales Bridge #6 Motivation

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Sales Bridge Planning Sales Bridge Motivation Sales Bridge Commitment
Sales Bridge Planning

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6)Sales Follow-up and Motivation Process.Customer Retention and Loyalty Strategies.

Staying motivated and following up with customers after the initial commitment is a vital (and often overlooked) part of sales process. It demonstrates that the rep’s interest in the customer extends beyond the initial purchase — and focuses on establishing a mutually beneficial relationship. Plus, according to econsultancy.com, existing customer sales success rates are much higher than when acquiring new prospects.

Performance Based Results motivation and follow-up training helps teams maintain existing relationships and increase ROI. We show salespeople how to nurture key accounts and seek out new opportunities within their established customer base. Our engaging sales question techniques and top retention strategies will allow traditional sales-buyer relationships evolve into profitable partnerships!

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Success Rate

Existing 70%
New 20%
Probability to selling to existing customers is higher

Sales Bridge #6 Sales Follow-Up, Staying Motivated.

Continue building the relationship after the sale.

  1. Checking In — It’s a good strategy to call clients a week or two after the sale and find out how everything is going. We demonstrate to reps what questions to ask customers that benefit the relationship while subtly keeping the door open for the next sale.
  2. Reaching out – With the customers best interest at heart, we show reps how to expand their scope by find additional opportunities for the account
    1. Customer Goals — We teach reps what questions to ask to keep on top of a customer’s goals and aspirations, especially as they evolve with the ongoing relationship.
    2. Up-selling and Cross-selling — We demonstrate to sales reps the value of broadening their appeal and expanding their product line, while avoiding common pitfalls like feature-dumping and appearing overly-pushy.
    3. Customer Insights — Our training emphasizes the importance of monitoring new developments within the customer’s company and keeping track on how well past sales solutions are working.

Maintaining key accounts

  1. Key Account — To help sales teams manage key accounts, our training programs offer assistance to:
    1. Create a key account strategy — Customers want reps who understand their business well enough to add value to it and help it grow. They require more service, more ideas, more understanding, and more results, for the salesperson and for themselves.
    2. Choose a champion — We demonstrate the importance of choosing a “champion” that will fight hard for their interests. The right champion will:
      • Sell on the reps behalf, when the rep is not there.
      • Guide the sales rep through the decision-making process.
      • Introduce the sales rep to key players and decision makers.
      • Alert the rep when things go wrong.
    3. Expand the circle of influence — In addition to the champion, it’s important for reps to know “who else is involved?” We share techniques to find “pivotal contacts” within the key account.
    4. Identify competitors — We show numerous ways to seek out competitive threats that affect customer relationships.
    5. Seeking new opportunities — Our training allows account manager reps to develop a customer-centric approach that’s designed to help understand customer goals — making them indispensable.
sales team reviewing follow-up opportunities
Sales team reviewing follow-up opportunities.

Sales follow-up dos and don’ts

  1. Emails and Voicemail Strategies — Our training workshops include numerous practice sessions and role-plays to create effective follow-up sales call communication.
  2. Using software and technology — We stress the importance of utilizing current CRM and cloud-based solutions that allow reps stay on top of evolving customer relationships.
  3. Effective follow-up sales calls — We guide sales teams to differentiate between handling sales conversations with new customers versus how to approach existing customers.

Sales follow-up best practices

  1. Ask more questions — As reps devise new sales opportunities with existing clients, it may be beneficial to revisit earlier steps of The Sales Bridge to gain needed information:
    1. Planning - to conduct additional industry research that will boost knowledge of ongoing and unfolding issues.
    2. Discovery - to gain clearer insights on the customer’s changing situation or emerging challenges.
    3. Solution - to address growing sales obstacles, creating new and improved solutions.
    4. Commitment - to help attain re-commitment and build trust for a new sales opportunity.
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