A crack sales staff will help bring in new business, but a company can’t survive on sales training alone.

How’s your sales offering?

Selling to customers isn’t easy if you don’t have a solid offering. Beyond sales skills, you need to have a quality product or service and a good way to manage your relationships. Your client management practices should leave customers satisfied and want to continue to do business with you.

Sales skills plus a good infrastructure for managing and nurturing customer relationships can help you go far. Add those two things to a solid customer offering and you’re going to be in good shape. This will also help you differentiate yourself from your competition.

How do you differentiate yourself from your competitors?
Continuous improvement, brand management, and competitive analysis are all important.

Continuous Improvement and Quality Mindset

Is your brand known as a brand that exudes quality? If so, you’ll overcome more price objections and you’ll get word of mouth referrals, too. Many elements of business fall under the quality umbrella. It’s important to ensure that your company operates with continuous improvement and quality measurement principles. Regularly enhance your offering to meet the evolving needs of your clients and demonstrate that you are the ideal business to deal with.

Competitive Pricing

You might not have the lowest price in town but you need to price in a way that’s easily justifiable to prospective clients and existing customers. (Read 4 Ways to Win the Deal When You Don’t Have the Lowest Price) Is it time to review your pricing?

Customer Experience

What is it like doing business with you? Do people get fast responses, quick delivery, and are any problems addressed swiftly? Customer experience is a vital part of your sales offering and without good customer experience you probably won’t have many long-term business relationships.

The right mix of sales skills, customer relationship management, and quality equate to a solid offering that will appeal to your target audience.

How do you get where you need to be?

There are many ways to go about improving your offering by the way your business is run. Maybe it’s time to improve something at the service or manufacturing level. Perhaps it’s time to examine your internal order processes. Is it time to look at the way you manage your customer relationships or your marketing campaigns?

Sure, you could have great sales skills but it’s not enough on its own. The right service offering along with the right infrastructure will increase your chances of ongoing success. Whatever you do, don’t get complacent. Continually review your sales offering to be sure you can serve your clients’ needs.