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Sales communication: how to attract, win and retain customers a

  • Sales communication is one of the key points for anyone working in the commercial area.

    And when we talk about sales communication, we must take into account two main aspects:

    • Internal communication , with the team and between the team
    • Communication with the customer

    Knowing how to communicate in sales involves a series of skills. Among them, empathy. That is: putting yourself in the other's shoes and realizing what they feel and want.

    Bonus: make your team achieve high sales performance with our CRM platform

    Agendor is a CRM and business management platform that works as a control panel and personal assistant for B2B sales teams. 

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    Thus, it is possible to find common interests and develop a persuasive speech in which it is clear that both parties will have advantages when doing that deal (the famous wins).

    And that goes for both customers and sellers.

    After all, to have an engaged team it is necessary that the goals of the company and the people somehow complement each other. Thus, leading to personal satisfaction, professional development, the realization of their life plans and, of course, the profitability of the business.

    In this post, you will understand how sales communication involves getting to know your customers deeply (internal and external) in order to understand their needs and satisfy them reciprocally.

    In addition, you will see how technology plays an important role in this process, especially with all the opportunities provided by digital transformation.

    Sales Communication: Start with the salesperson

    Communication in sales, today, has nothing to do with those salespeople who thought they were “full of gibberish” and who managed to sell even “ice to Eskimo”.

    In fact, this model is finished.

    Currently, you only need to sell what your customer really needs and wants. Pushing products and services that will not actually satisfy the customer is a shot in the foot, especially for those working with B2B.

    This is because in a short time this dissatisfied customer will not only stop buying your products or services, but will become a detractor of your brand, speaking ill of it even on social networks.

    Therefore, it is essential to start a process of managing the relationship with the customer, to get to know them better and bring them exactly what they want.

    For this, technology offers all the tools you need to facilitate this process, whether in internal communication, in communication between teams and with teams, and in communication with the customer.

    Note that it will only be possible to communicate well with your customers if, beforehand, communication with the team is being done well. This way, salespeople will be aligned, empowered and will know exactly what their target audience really needs to feel satisfied with their company.

    The 3 technological pillars of sales communication

    Before we give you tips on communicating with the team, between teams and as customers, understand some concepts.

    • Cloud computing: is a technology that provides storage, file sharing and the use of software without the need to install them on a machine. This is done through remote servers with fast access and high computational capacity.
    • Saabs Tools: Cloud-based software that is accessed via login and password and charges a monthly fee. They often have free versions, with less functionality, but still very useful for the company.
    • CRM System: customer relationship management software that has features such as customer registration, sales funnel, contact history and many others. Its objective is to manage the sales force and to get to know its customers better in order to understand their real needs and desires.

    See now how to use these tools to improve sales communication:

    1. Communication with the team

    E-mail is increasingly proving to be an inefficient way of communicating with the team. Not that it should be extinguished, it is sometimes necessary. But the less used the better.

    Communication with the sales team should be more agile, using specific applications for this, such as Saabs tools like Slack and even through groups on Whastapp.

    After all, this is an environment where most sellers feel comfortable and use its functionality with ease.

    But communication with the team must also be done in a personal way. A weekly meeting at the beginning or end of this period is essential.

    Review everything that was achieved in the week (or the week before), celebrate victories, give feedback on what needs to be improved and agree with the team what will be the action plan for the week.

    Be sure to also make individual meetings, when necessary, but without excess.

    1. Communication between teams

    Shared drives in the cloud are one of the best tools for the team to quickly exchange documents, spreadsheets, presentations and other files.

    Furthermore, Slack (again) is also a tool that greatly speeds up communication between teams.

    Finally, it is important to highlight the role of CRM in communication between teams. Today, with the proliferation of CRMs in the Saabs model, they have become much more affordable for businesses of all sizes.

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    The CRM system usually does not have a direct communication functionality between salespeople, but it is the place where all the relevant information that the team needs can be found.

    Thus, if a salesperson needs to better understand a specific customer profile to think about a sales approach, he can consult the history of customers with that same profile who are served by other salespeople.

    For this, the CRM must always be updated by the team.

     

    1. Communication with the customer

    Finally, with the team aligned and knowing their customers well, they should focus on relevant communication with them.

    Calling or e-mailing a customer to find out “how things are going” is useless. Don't waste time that way.

    All sales communication must have a purpose, a clear objective and be well planned.

    The customer must realize that that contact was made with the intention of helping them meet their needs or solve a company problem. Show all the value of the solution offered: what it can really do to make the customer's life easier.

    Also, never end a contact with a customer without scheduling a next step, with a set date.

    It can be a visit on that day, send a proposal by the end of the week, or that success story you are developing about his company and would like the client to give an opinion, by Friday, for you to include in the presentation.

    Source: Property News

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