Sale is a fundamental prerequisites that makes any successful organisation. As a business owner, if you are not concerned with maximizing sales, your company may not be as profitable as you hope it would be.
Sales is very important to all organisations, because it is the backbone of every other activities in the organization. It is paramount to note that sales force isn’t the only department that is responsible for sales within the organization, as it is very important for everyone in the organization to understand how sales can and do happen at every departmental levels; if a person isn’t selling he/she may be missing an opportunity to help the company grow.
Basically, without the sales of product or service,a business becomes a hobby or a charitable organization.
Business growth could be faster than expected, when you have your prospects or customer’s trust. Sales help to develop some sort of relationship between a business owner and the customers.
Sales play a key role in the building of loyalty and trust between customer and business. A customer can go as far as recommending your brand to friends and family or write a great review of your products or service online even without you asking if and only if such a customer trusts you.
Loyalty and trust are very important in any customer business relationship.
Recommendations and review from the existing customer will fetch your brand more new customers and prospects,as those reviews and recommendations come from a third party and the perception is that the reviews and recommendations are independent of the company and therefore carry more credibility.
New prospects tend to believe existing prospects than the services provided; thus trust is paramount.
Good reviews from existing customers are very influencial, especially in this computer age, due to the power and reach of social media and online media. Business awareness can be increased by encouraging customers to recommend your brand or give positive feedback, this will surely have a positive impact on the growth of your business.
Good customer service transforms unhappy customers into happy customers.
But there is more to customer retention compared to sales retention. Selling is a personal interaction between one human and another which is a powerful thing. Never underestimate the personal connection between two people and the potential effect this could have on your brand reputation.
Functional salespeople are those that not only make sales but create a long-lasting impact on the customer. Long term customer relationships lead to repeated customer referrals and increase the brand’s reputation by word of mouth.
Business owners must think of the sales process through the customer experience, if the sales process is positive, the customer experience is generally positive.
Once actual sale is made and paid for,the selling doesn’t stop. One of the keys to customer retention through sales is to perform sales follow up.
Setting up after-sales calls and meetings is a great way to maintain and build a positive relationship and give the customer an opportunity to feedback their experience of the product and service. That way if a customer has a complaint or issue, it can be dealt with genuinely and professionally.
Too often, unhappy customers will not complain,they will simply switch the custom to any other provider and won’t recommend or leave any good reviews about your products or service to others. It is more cost- effective to retain customers than to win new ones, so it’s very important to maintain a good relationship with existing customers.
In conclusion, the power of sales in the continued success of an organisation is not to be underestimated or under-used. Take advantage of the impact sales can have, not only on revenue but on brand reputation, long term customer retention and business growth.