Sales Leadership with Jim Pancero

Jim Pancero has been influencing, guiding, and inspiring sales professionals in more than 80 different industries to increase sales, market share and profitability. Jim's combination of humor, larger-than-life personality, outstanding research and real-world examples that hit home, provide even experienced sales pros who think they've heard it all, with strategies and concepts that work! Your sales team will be charged up and ready to go...and your company and customers will reap the rewards. Time with Jim is time well spent. Watch your productivity and profitability soar! https://pancero.com

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Sales Leadership with Jim Pancero

Are your sales reps improving their customer’s loyalty?

March 11, 2022 • Jim Pancero • Season 3 • Episode 20

0:00 | 2:11

We all talk about how important best customers are to our business…but most do little to proactively strengthening their research, support, and customer loyalty. What has your team done lately to build more loyalty and longevity with your most important customers? Join me as I share ideas you and your team can immediately implement with your best accounts to strengthen loyalty an increase sales…so you can sell even more!

Can you improve your customer loyalty? Hi, I'm Jim Pancero, helping you become a stronger leader of your sales team. And the reality is we're in a very fast-changing marketplace today now post-COVID and the reality that a lot of buyers are reevaluating all of their major relationships to see if they're getting the most value and the best ease of use because of it.

This is a great time for you to proactively invest in your best customers. One idea is to offer them a full day of research. The idea is going to them and saying, "Your business is important to us. We want to make sure you're getting maximum value out of what you're buying from us, so we'd just like to talk to all of your users and the people that are involved in our products to see if there's any way we could become more efficient or more effective for you and your company."

Another idea is, especially if you're a large company and you have customers that are smaller businesses, is to offer free non-product skill training. One of my clients that was a very large distributor of lumber supplies that sold to small builders actually would have their HR person go out and give presentations to their customers, not on anything having to do with lumber, but on best practices of hiring and working with employees. It was a tremendous value to the customers because they didn't have those resources normally available to them.

Another idea is to go and produce usage or performance analysis data for your customers and walking them through it so they get a full value of what they're getting and how it's being processed in their business, or offering time by Zoom with your technical experts so they have a chance to ask more detailed questions or feel they're closer to understanding technically what's going on in your business.

The reality is customers are reevaluating their relationships, and you have a chance now to proactively better position and lock in the best customers that you have. But to do that, we've got to be proactive, and you got to take ideas to the customers of how you can proactively help improve their business, lower their risk, make their life easier, or increase their profitability.

I'd love to know what you're doing with this and what you've done to increase your customer loyalty, would love to answer any of your questions. Thanks for checking out my podcast. I'm posting two new podcasts each week, all aimed at helping you and your team increase your selling competitive advantage.