Maintaining Your Customer Base

Overview/Description
 Customers, customers, glorious customers! Music to the ears of any salesperson, because without them you cannot achieve your full sales potential. Therefore you need to recognize who your customers are, both internal and external, and how they can influence your sales results. Many salespeople make the mistake of believing that their success is influenced by relationships with their external customers only. How wrong can they be? The beliefs you hold about your customers may cause you to lose valuable sales opportunities because they affect your actions, and your actions affect your results. On completion of this course you will know how to gain new customers as well as hold on to existing customers.

Target Audience
 Experienced and newly-appointed sales managers and salespeople, with an understanding of the sales process and basic selling skills.

Expected Duration
4.0 hours

Lesson Objectives:

Identifying Your Customers

  • recognize the value of identifying internal and external customers.
  • identify the stages of the sales cycle.
  • recognize the full range of customers.
  • recognize how the beliefs held about who customers are can affect the expansion of the customer base.
  • identify internal customers.
  • identify external customers.

    • Valuing Your Customers

  • recognize the value of internal, external, and existing customers.
  • recognize the value of existing customers.
  • recognize the value of internal customers.
  • recognize the value of external customers.

    • Building Customer Relationships

  • recognize the value of building relationships with internal and external customers.
  • identify how personal behavior can limit or increase your customer base.
  • recognize how to establish successful relationships with internal customers.
  • recognize how to establish successful relationships with external customers.

    • Course Number: SALE0215