You have to be less of a salesman and more of a consultant

[zihadhasan01827]

We dare say that a sales process focused on customer success is the privilege of mature companies, which have understood that in order to grow healthily, sometimes you have to say no to some customers.

We are talking, again, about bad fit clients .

Before you tell us we are wrong, understand that bulgaria phone number list the customer who has no potential to succeed with your product is one who has the potential for future churn. And what is worse, they may go around badmouthing your company in the market, with the argument that they have bought a “pig in a poke.”

To ensure that this does not happen, it is necessary to have a very well-aligned marketing and sales pitch, to structure a solid and robust transition process, not made up of marketing and sales, but of respectful marketing in your company!

This mindset even changes the profile of the salesperson in a company focused on customer success.

A good salesperson is not only a “good conversationalist”, a persuasive guy who overcomes objections (these are good characteristics for closing the deal, but before getting there…), he is also a deep connoisseur of the company's business, a consultant for the client's business .

Sales become a filter for the company to serve customers with potential for success, and this generates satisfaction and loyalty.