Sales is also about Change Management & Change Leading | Change Management Resources | Scoop.it

"The buyer who was 100 percent satisfied last month may have a whole new perspective this month. Here's what to do to stay on top of these changes & keep customers satisfied."

I'm always looking for new perspectives on managing & helping leaders, at all levels, with change. Sales is about staying flexible in realizing your client / customer needs may not stay the same. Some will, some won't. ~ Deb

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...you’re well positioned to learn about any changes long before your competitors get wind of them – if you make a point of asking.

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Excerpts:

Change could leave you vulnerable. The buyer who was 100 percent satisfied last month might have a whole new perspective this month – not because of anything you did, but because something about his or her situation changed.

Fortunately, you’re well positioned to learn about any changes long before your competitors get wind of them – if you make a point of asking.


How long has it been since you’ve asked these questions about your accounts?

  • How is your customer’s business different than it was a year ago? 
  • How will it be different a year from now? 
  • Do your products and services deliver at least as much value as before?
  • Is my customer’s business expanding? 
  • Are their needs changing as a result? 
  • Are your solutions scalable – and does the customer know it?
  • Is the customer’s business consolidating? 
  • Downsizing? Are you offering alternatives or leaving them for an outsider?
  • Is your primary contact’s job changing? 
  • Will he or she be more or less influential in the purchase decision? 
  • What would happen if he or she found a new job or got laid off? 


Read the full article here: http://rapidlearninginstitute.com/top-sales-dog/sales-as-change-management/