Manage Customer Expectations
Customers today have higher expectations than ever before. They have the tools and take the time to seek out the organizations that will not only meet, but also exceed, these high expectations. A structured process for exceeding customer expectations is necessary if you hope to outdistance your competition.
• Determine the expectations of their customers. • Manage customer expectations in order to exceed them. • Implement a customer expectations management process. • Partner with customers to build relationship.
When customers have completed 70% of the buying process or can complete many online purchases without ever engaging with a single salesperson, traditional sales tactics simply no longer work. Your customers are the personification of the empowered consumer, knowledgeable beyond the need for basic information. You need a relationship-selling approach that leads to a profitable relationship.
By mastering a relationship-based selling approach, you can offer your customers value they can’t find on the Internet: You! And you position yourself for long-term partnerships that bring positive outcomes for all parties.