Step 5: Sell Internally Not Just Externally

In selling we have two sets of customers - those that are external, that buy our products and services and those who are internal, who help us to serve the customer to our best ability. Selling is a team game and your internal customer - the people who support the efforts that you bring to the market place - are as deserving of your attention as the external customer.

Take time to nurture the internal relationships that can determine the speed and quality of response that you provide to your customers. Not everyone is commercially aware of the importance of meeting customer needs and its the relationship built on a 'thank you' or a lunch spent with some of your support people in marketing, telesales, customer service, distribution, finance and so forth that can often be the critical lever when you just have to meet a particular client's needs and deadline.

Also these team members can provide valuable information on the client that you may not always get when you are customer -facing all the time. How good are they at paying, what comments are passed when they are dealing with them - information that can be vital to customer management.

So remember to sell internally as well as externally and if you are a business owner, we also need to remember that selling internally also improves the likelihood of improving retention and morale of good quality workers in the new digital age. Welcome to the r'evolution.

Selling Smarter 4 - Sell Holistically Not Sequentially

What do I mean by this?

Simply that too many sales professionals have a single product or service focus. They think and act sequentially - in a series of singular steps.

If we are committed to 'service' being the root of selling then we should consider developing more holistic attitudes to our clients. Who else is involved in the business and needs to know that I'm servicing the business with an existing solution but can provide others? Have I had my existing contact draw a map or flowchart of the firm indicating where everyone is and who other potential decision-makers might be?

What am I doing about working as an advocate for my client - a true business partner? When did I last refer business to him/her? When did I last do something that made them look good in the eyes of their company or clients?

Am I the 'networking point' for their business needs? Just because I can't provide the solution shouldn't mean that I don't maintain a database of other (non-competing and quality-focused) service providers and then I suddenly become the peson who always gets the first phone call when there's a need - because I have become the '(wo)man who can' for their business.

Think about it. Sell holistically and add more value to your (and their) bottom-line.