HOW TO SELL TO CLIENTS
When
selling to your current client base there are other facets of selling
that must occur. However, many of the same factors that go into selling
to prospects are also factors in selling to your client base.
The
big difference, of course, is that you have already established some
level of trust and relationships within that account. What we do here
is build on that trust and those relationships to leverage your company
into a trusted business advisor within that client account.
Your sales and marketing people will be exposed to Strategic
Account Management (SAM). SAM will show you how to leverage your
relationships, and move along the spectrum from being just a Vendor to a
Strategic Business Advisor (SBA).
SAM is built on these two factors.
- Solving problems for your client
- Building great relationships with your client at all levels
Visit the link below to see a chart on the progression from vendor to SBA.
Go from a Vendor to a Strategic Business Advisor
It is also very important to fully understand all of the steps and progression that are important, in order to build these strategic relationships with your client base.
Follow the link below to see a chart on the different aspects you need to know to become a Strategic Business Advisor.
Become a High Performance Client Account Manager
(For easier reading on either page, just click on the page and it will become larger)
If you are interested in exploring this further, and how to make your account teams more productive, please contact me through the Contact Me link below.
Also, here is a video that will help you and your sales team build strong relationships with your clients.
Build Strong Relationships with Your Clients |
