Raybec Sales Effectiveness Blog

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How to Improve your Prospect’s Buying Process

Posted by Robert Beckerman

We need to stop focusing on making it easier for our sales reps to sell and instead focus on making it easier for our prospects to buy. Understanding and improving a prospect’s experience throughout the new buying process is critical to success.

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Topics: Great Customer Service, Selling Value

How to Handle Customer Complaints in 5 Easy Steps

Posted by Robert Beckerman

Customer complaints are inevitable; it's what you do with the complaints that really make a difference. Your reputation as a company can be greatly affected by how you handle customer complaints. When you handle a complaint well, you can earn yourself a long-term loyal customer. On the other hand, if you handle it poorly, you could lose not only the complaining customer but also many more if the customer spreads the word about your sub-par customer service.

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Topics: Great Customer Service, Customer Complaints, Customer Development & Retention

3 Lessons Learned About Customer Value Insight Selling

Posted by Robert Beckerman

Value selling is about getting prospects to look past the price tags and see what products and services are truly worth to them as individuals. Instead of focusing on the product, and what it costs, they need to look at what it does, and how they can use it. Once customers can envision themselves directly benefitting from a product, the price becomes related to the usefulness of the product, instead of just the value of the materials that it’s made from. Value selling bridges the gap between what something is worth on the shelf, and what it’s worth in the hands of the consumer. After a prospect realizes that the value of a product isn’t what they put into it, but what they get out of it, it’s much easier to close the sale. Here are three lessons about customer value selling that should help you get started.

Narrow Your Focus

You may have a great product that will appeal to any market. However, not all markets will be able to get the same usefulness out of your product. You need to narrow your prospects to those who will most benefit from buying your product. Value selling is about showing customers that they will benefit from making a purchase. If you stick to those who will benefit the most, value selling becomes much easier. As an added bonus, customers who see a higher value in something are also willing to pay more to get that value. Focusing on your ideal buyer personas will increase your conversions, and your margins.

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Topics: Great Customer Service, Sales Effectiveness, Insight Sales Process, Customer Development & Retention

How to Gain Customer Loyalty

Posted by Robert Beckerman

Attracting new clientele to generate a broader customer base is an indisputable focus for a business, whether well-established or newly founded. Equally essential is client retention: Earning and keeping customer loyalty. Many businesses can initially generate a considerable volume of new customers, but if these customers are not part of a positive experience, they are liable to take their business – and opinions – elsewhere. Thus customer loyalty is a fundamental and necessary investment well worth the effort. Are you investing in customer loyalty?

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Topics: Great Customer Service, Lead Nurturing & Conversion, Customer Development & Retention, Sales Process & Performance