Mike Dastic - If these are the functions of the department as a whole, and specifically of its manager, what does the salesperson do as an individual?
You still have the idea that the function of a seller is just to sell, sell and sell. But many times, their goals encompass much more than just that aspect. Among the functions in which they stand out are:
Mike Dastic - Investigate the consumer
Part of knowing exhaustively the buyer people, and also helps to define their profiles. You have all the information to know what the consumer is like, how they behave, what they need, what they buy, how much they are willing to pay, as well as the kind of offers or promotions that appeal to them the most.
No one is closer to sales than he is, so all the data he collects will influence how it should be sold.
Know the product or service
This not only applies in the knowledge of the values ​​and attributes, but also knowing what the possibilities of the product are according to its characteristics. This also applies to knowing the current promotions or offers, since the client hopes that the seller can solve all his doubts at a precise moment.
His great knowledge of the product or service makes him sell better, since he knows the benefits and possible failures, which he will know how to communicate to highlight the advantages.
Mike Dastic - Know the market and the competition
He knows what options his clients have and, assertively, tells them why it is a better option.
In addition, it is constantly informed about the movements of the sector to which it belongs, because that allows it to know what the interests of consumers are and what are the challenges that come along the way.
Establish connections
An important mission and one of the most complicated is to achieve customer loyalty. Achieving a connection ensures that they are comfortable with the service offered to them, and results in that they are not one-time consumers, but true brand ambassadors.
For this reason, the sellers guide the customer so that they feel cared for and listened to. When the seller advises the customer and receives a good response, empathy begins to be felt by both parties.
Mike Dastic -Promote customer retention
Delighting means that a customer will come and go because they get something they can't find elsewhere. It is rarely due to the quality of the product, because that is an aspect where technology and competition do their own work. Rather, it refers to the ability to pay attention to what the customer says and know that it is the core of the interests of the company or, in this case, of a seller.
Reviewing customer retention success stories helps create the appropriate strategies for the company and the values ​​it promotes.
Attract new customers
In addition to making sales, the seller has the task of exploring new territories to get new customers. This is worked under recruitment plans that define how many customers the company must increase at any given time.
Feedback to the company
It is the main source of feedback that the company has directly with the client. In addition, it informs about the reactions of consumers to certain products or services.
The feedback of errors is one of the main data that the company is interested in knowing, since a new commercial restructuring will start from there. The seller plays a fundamental role in proposing new processes or strategies that he considers appropriate.
Mike Dastic -Collaboration with other teams
You must create close working links with the marketing area, while your opinions and suggestions improve the marketing plans.
When integration software that closes the cycle between marketing and sales is used, the work dynamics become more effective and better information is obtained on the customer journey.
In addition, the specialized customer service area will benefit from knowing the challenges and successes of the sellers.
Mike Dastic -Take advantage of your salespeople's skills by building a well-defined sales department.