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The Center for Sales Strategy Blog

How to Upsell Key Accounts Using the Consumer Journey

How to Upsell Key Accounts Using the Consumer Journey-1

Whether they realize it or not, consumers travel through a series of steps before purchasing an item. For the consumer, this journey is not something they think about; they’re simply trying to make a decision.

The process consumers follow to purchase a product or service has changed significantly over the years. To truly understand the consumer journey today, we must look at the past relationship between the brand and the consumer and how it has evolved over time.

Topics: Buyer's Journey customer journey consumer needs

Change This NOW! If You Want to Increase Retention Rates and Referrals

Increase Retention Rates and Referrals

From sales and marketing to service interactions, gender defines the way a message is perceived. Women crave connection more than men, and perception is ultimately her reality. When it comes to perception and seeing, feeling, hearing, and sensing things, there is no such thing as objectivity.

The golden rule to treat others the way you want to be treated is long gone. It’s now the platinum rule, treat others the way they want or need to be treated.

If you want to increase your retention rates, referrals, and ultimately improve your top line, change the way you deliver the consumer brand experience.  

Topics: Buyer's Journey gender brand experience

Using The Consumer Journey to Sell Solutions

propose solutions around the consumer journeyAs sales professionals, we are trained to listen to our prospects’ needs and then create a tailored solution based on the products we have to sell. As managers, we coach our team on this daily, and as salespeople, we continually work to evolve and better this process. We present a solution, and then explain why these products make sense. But in today’s complicated world of marketing, there is a key piece we often forget — consumer behavior. What does your target persona do before making a purchase decision? 

Topics: Buyer's Journey

Friction Between Buyers and Sellers Persists

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The perspective from which we look at our world dictates our expectations and our behavior. As our points of view change, so too will our attitudes and our actions. As the great philosopher (and comedian) George Carlin once said, “Some people see the glass half full. Others see it half empty. I see a glass that's twice as big as it needs to be.”

Buyers and Sellers See Things Differently

Buyers and sellers obviously have different perspectives, and they see the buying/selling process very differently. In fact, according to HubSpot’s Q1 2016 Sales Perspective Survey (see chart below), there is a significant gap between how each group views salespeople. Salespeople like to think we’re not pushy, we listen to our prospects, we provide value, and we help our prospects succeed. Unfortunately, our buyers don’t always agree.     

Topics: Sales Buyer's Journey

The Job of the Salesperson is to Help Prospects Navigate Their Buying Journey

 

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You may have heard it said that the best way to approach selling is to make buying easier for the buyer. That saying has been around a long time. But a new twist on that is the notion of helping buyers navigate their journey. The journey in B2B buying has greatly changed over the last several years.  

Smart salespeople think about the “things” along the buyer journey—and consider how they can help the buyer navigate that journey.  

Topics: Sales Buyer's Journey