Steven Patti gives his SIX Tips for Turning a B2B Purchase into a Relationship

"There is a saying in sales that you should never sell past the sale," writes Steven Patti a recent post at ADVERTISING MAGIZINE. "In other words, when someone decides to purchase from you, stop selling." But that doesn't mean you should stop reassuring new customers about their purchase decision, he quickly adds. "Immediately following the sale, your job of customer support begins," he explains. "And it never ends."
What's the best way to reassure—but not annoy—a new B2B client? Patti offers tips on how to effectively reinforce a purchase decision—and start a lifelong relationship based on it. Among his tips:
• "Contact the person the day after the purchase and reiterate how pleased you are they're now a customer and how you expect the purchase to benefit them," he advises. "Contact can be a telephone call or email."
• Educate your new client on what to expect next. "Give them clear and reasonable expectations on what they should be doing and what you're doing now that their purchase has been made," he suggests.
• Let them know exactly how to request information and support should they have a question or issue.
• Give them an update when a purchased product ships, provide tracking information and call to make sure it arrives.
• Give your current clients a first look at new offerings and special discounts.

“Selling has never been easy” says Steven C. Patti. “Today, it's tougher than ever. Budgets are tight, the competition is fierce, and the decision too often seems to come down to price. Despite the difficulties, some reps consistently get the leads, make the calls, and close the deals. They aren't worried about whether they'll make their sales quotas”. That's guaranteed.
At this workshop you will master the techniques, approaches, and skills that separate the top 5% of sales reps from the pack. You will come away with everything you need to take your own sales to the next level and reap the returns you always hoped a sales career could provide.
If you're tired of struggling through cold calls with little success, if you spend too much time on accounts that go nowhere, or if you wish you could close more deals faster, this workshop is a must-attend event! Never again wonder …

to contact STEVEN PATTI CALL HIM AT 516-830-1743
WWW.MEDIAMARKETINGADVISORS.COM

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