TheFollow-upA planfortrackingThere is no substitutefor salespeopleasking their customerbase how they feelabout the servicetheir company isproviding.CustomerServiceStatisticsAccording torecent statistics,91% of unhappycustomers willleave and nevercome backIt costs so muchmore togenerate newcustomers thanto retain existingcustomers.The first step inregaining formeraccounts is todiscover whyyou lost theaccount.Follow up after thesale is importantbecause securingthe customer’sbusiness is not theend of the sellingcycle.Standingout fromthe crowdA salespersonhas a five totwenty chanceof selling to anew prospect.Dealingwith angrycustomersAddingValueAs competitionincreases,companies mustdifferentiate theirproducts andservices based onthe buyingexperienceSome customersmay choose to stopdoing business withyour organizationfor reasons that arebeyond yourcontrol.The 8th Stepin theRelationshipSelling CycleSet goals forregularfollow-upand stay topof mind.4 keys toconsumerretentionTheProfoundRole ofServiceMaximizeyour currentcustomerbaseSending athank you noteis a greatopportunity toshow gratitudeto your client.Excusessalespeoplegive forlosingaccountsThe concept ofadding value inselling means thesalesperson makesa special effort,before, during andafter the sale.Theprocessnever endswith a saleCustomers’feelings abouttheir buyingexperience arebased mostly onhow they feel theyhave been treated.A salesperson has60 to 70% chanceof sellingadditional productsto an existingcustomer.MaximizingcurrentcustomersCustomerfollow-upaddsvalue.Service afterthe sale canbe morecritical thanthe sale itself.The valueofcustomerretentionUtilize cross-selling or up-selling tocurrentcustomers.Winningback lostcustomersAlways takeresponsibilityand make itright.Service andsincerity arethe keys towinning backlost accounts.A buyingdecision is aone-time actionunless you turnit into a habitwith follow-up.TheFollow-upA planfortrackingThere is no substitutefor salespeopleasking their customerbase how they feelabout the servicetheir company isproviding.CustomerServiceStatisticsAccording torecent statistics,91% of unhappycustomers willleave and nevercome backIt costs so muchmore togenerate newcustomers thanto retain existingcustomers.The first step inregaining formeraccounts is todiscover whyyou lost theaccount.Follow up after thesale is importantbecause securingthe customer’sbusiness is not theend of the sellingcycle.Standingout fromthe crowdA salespersonhas a five totwenty chanceof selling to anew prospect.Dealingwith angrycustomersAddingValueAs competitionincreases,companies mustdifferentiate theirproducts andservices based onthe buyingexperienceSome customersmay choose to stopdoing business withyour organizationfor reasons that arebeyond yourcontrol.The 8th Stepin theRelationshipSelling CycleSet goals forregularfollow-upand stay topof mind.4 keys toconsumerretentionTheProfoundRole ofServiceMaximizeyour currentcustomerbaseSending athank you noteis a greatopportunity toshow gratitudeto your client.Excusessalespeoplegive forlosingaccountsThe concept ofadding value inselling means thesalesperson makesa special effort,before, during andafter the sale.Theprocessnever endswith a saleCustomers’feelings abouttheir buyingexperience arebased mostly onhow they feel theyhave been treated.A salesperson has60 to 70% chanceof sellingadditional productsto an existingcustomer.MaximizingcurrentcustomersCustomerfollow-upaddsvalue.Service afterthe sale canbe morecritical thanthe sale itself.The valueofcustomerretentionUtilize cross-selling or up-selling tocurrentcustomers.Winningback lostcustomersAlways takeresponsibilityand make itright.Service andsincerity arethe keys towinning backlost accounts.A buyingdecision is aone-time actionunless you turnit into a habitwith follow-up.

Chapter 15 - Call List

(Print) Use this randomly generated list as your call list when playing the game. There is no need to say the BINGO column name. Place some kind of mark (like an X, a checkmark, a dot, tally mark, etc) on each cell as you announce it, to keep track. You can also cut out each item, place them in a bag and pull words from the bag.


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  1. The Follow-up
  2. A plan for tracking
  3. There is no substitute for salespeople asking their customer base how they feel about the service their company is providing.
  4. Customer Service Statistics
  5. According to recent statistics, 91% of unhappy customers will leave and never come back
  6. It costs so much more to generate new customers than to retain existing customers.
  7. The first step in regaining former accounts is to discover why you lost the account.
  8. Follow up after the sale is important because securing the customer’s business is not the end of the selling cycle.
  9. Standing out from the crowd
  10. A salesperson has a five to twenty chance of selling to a new prospect.
  11. Dealing with angry customers
  12. Adding Value
  13. As competition increases, companies must differentiate their products and services based on the buying experience
  14. Some customers may choose to stop doing business with your organization for reasons that are beyond your control.
  15. The 8th Step in the Relationship Selling Cycle
  16. Set goals for regular follow-up and stay top of mind.
  17. 4 keys to consumer retention
  18. The Profound Role of Service
  19. Maximize your current customer base
  20. Sending a thank you note is a great opportunity to show gratitude to your client.
  21. Excuses salespeople give for losing accounts
  22. The concept of adding value in selling means the salesperson makes a special effort, before, during and after the sale.
  23. The process never ends with a sale
  24. Customers’ feelings about their buying experience are based mostly on how they feel they have been treated.
  25. A salesperson has 60 to 70% chance of selling additional products to an existing customer.
  26. Maximizing current customers
  27. Customer follow-up adds value.
  28. Service after the sale can be more critical than the sale itself.
  29. The value of customer retention
  30. Utilize cross-selling or up-selling to current customers.
  31. Winning back lost customers
  32. Always take responsibility and make it right.
  33. Service and sincerity are the keys to winning back lost accounts.
  34. A buying decision is a one-time action unless you turn it into a habit with follow-up.