Quels sont les défis les plus courants auxquels les responsables commerciaux sont confrontés lorsqu’ils établissent des relations solides avec les clients ?

Sales managers commonly face challenges when building strong customer relationships, such as understanding customer needs, building trust, managing expectations, handling complaints, maintaining communication, balancing personalization with scalability, and adapting to changing customer needs.

Trust is earned. You can't go into any relationship expecting trust to be given from the off. You need to actively listen to and engage with what your customers are telling you. Have empathy for their situation and show how your products can meet the needs which are unique to them. Be patient, be rational and be logical when communicating. Most people are led by emotions. Take time to understand what motivates the customer and how they come to make decisions. Acknowledge and show the customer you've understood them. Ask open questions that gather as much information as possible. Don't be afraid to ask what concerns or reservations they may have about your product. Don't go in all guns blazing, you'll scare more amiable customers off.

Establishing trust with customers is fundamental, yet often challenging. Trust can be eroded by past negative experiences, perceptions of sales tactics, or a lack of understanding of customer needs. Overcoming this requires consistent, honest communication and demonstrating a genuine commitment to the customer's interests. In my experience, trust is built over time by consistently delivering on promises and providing value Also consider some local context and aspects to be able to understand best ways and style to approach and build trust with you customer

La baja retención es una de las problemáticas más importantes a la cuales se enfrenta a diario, creo que es importante prestar especial atención a los NPS puesto que allí muchas veces encontramos pasivos que se pueden desarrollar y fidelizar para convertirlos en promotores de nuestros productos o servicios, si enfocamos esfuerzos y especial atención en ellos se pueden mejorar los indicadores y por ende la reputación y fidelidad hacia nuestra marca.

To put it briefly, treat your clients more like friends than just business partners. Customize your strategy, be kind to them, and see how the retention graph soars.

Retaining customers in a competitive market is a significant challenge. Customers often have many options, and loyalty can be hard to maintain. To improve retention, it’s crucial to understand and address the specific needs and pain points of customers. Personalizing the customer experience and regularly engaging with customers can help in increasing retention rates

Another challenge faced by sales managers is retaining customers and preventing them from switching to competitors. Retention is crucial for increasing customer lifetime value, reducing acquisition costs, and enhancing profitability. However, achieving retention can be challenging without a clear strategy to nurture customer relationships and provide ongoing support and value. To boost retention, sales managers need to segment their customers based on behavior, preferences, and potential, adapting communication and offers accordingly. Monitoring customer satisfaction and loyalty, and promptly addressing any issues or complaints, is essential to ensure effective and efficient customer retention strategies.

Retaining customers in today's competitive market is indeed a critical challenge. Sales managers should focus on creating personalized experiences and building emotional connections with customers, as this can lead to increased loyalty. Additionally, leveraging data analytics to predict customer needs and offering proactive solutions can significantly enhance retention rates. It's not just about resolving issues, but about anticipating needs and exceeding expectations to foster a sense of partnership and commitment.

Low client retention is a major obstacle to developing strong customer connections, and sales managers frequently struggle with it. In order to lower acquisition costs and increase customer lifetime value, retention is essential. Sales managers need to use strategic segmentation based on behaviour and preferences to address this, and then adjust offerings and communication appropriately. Ensuring prompt resolution of issues and proactive monitoring of client satisfaction are essential. Enhancing customer loyalty and reducing the likelihood of customers migrating to competitors requires a well-defined strategy for continuous support and value provision.

I would like to invite customers to a meeting called 'Active Listening.' Essentially, it is an invitation for customers to speak openly about the relationship. To guide the conversation, there are three main questions or points: 1- What did we do well? 2- What could we improve upon? 3- How would it be if we attempted such a thing?

Mastering sales involves a unique blend of disciplined outreach, fostering high-level relationships, and maintaining impeccable communication daily. Elevating your skills to a level of elite finesse, opening up conversations, and seizing opportunities begins with the art of picking up the phone. #SalesExcellence #CommunicationMastery

Obtaining honest and constructive feedback from customers can be difficult, yet it's vital for improving service and building relationships. Encouraging feedback through various channels and making it easy for customers to provide their input is important. When feedback is received, acting on it and showing customers that their opinions are valued and impactful can enhance the relationship

Gathering customer feedback is not just about collecting data; it's about engaging in a dialogue that fosters trust and loyalty. Sales managers should leverage technology like CRM tools to track feedback trends and respond promptly. Personalized follow-ups on feedback can turn passive customers into active advocates, thereby not only retaining them but also leveraging their networks for potential new business through referrals.

Getting enough feedback from consumers is a big problem for sales managers. Feedback provides valuable information about expectations, pain spots, and satisfaction levels, which is useful in improving customer interactions. It acts as a compass for locating chances for upselling, areas in need of improvement, and strategies to strengthen value proposition. Sales managers need to aggressively seek out feedback from a variety of sources, such as surveys, reviews, testimonials, and referrals, in order to overcome this difficulty. Establishing a reciprocal relationship with clients by regular and proactive interaction and expressing thanks for their feedback helps to show them how their input is used to improve products and services over time.

Churn can be difficult to overcome, but it starts with the beginning of the article. Establishing trust is critical. If gives the customer room to be honest if in their needs and allows the sales manager to make suggestions on added products and not have it come across as simply pushing a product.

High customer churn is often a symptom of deeper issues like dissatisfaction with the product or service, or a failure to meet customer expectations. Analyzing the reasons behind churn and addressing these issues is crucial. Building stronger relationships through regular communication and understanding customer needs can help reduce churn

Building strong customer relationships can be extremely challenging for sales managers when there is high churn. Revenue, profitability, and reputation are all at risk due to churn, which is defined as the percentage of consumers that stop making transactions. It alludes to possible shortcomings in satisfying client demands or dealing with tough competition. Sales managers need to identify the reasons behind departures and take corrective action in order to reduce attrition. Furthermore, it is essential to use retention measures such as loyalty programmes, incentives, or awards in order to promote client loyalty and prevent attrition, resulting in a more lucrative and long-lasting customer relationship.

Sales managers face the difficulty of overseeing intricate client relationships that involve several parties, each with their own objectives and preferences. Mapping the customer's organisation, comprehending important actors, and coordinating the value proposition with specific interests are necessary to navigate this complexity. Establishing a good rapport and mutual trust with all stakeholders is essential to a more seamless sales process in the complex world of relationships.

Com base em minha experiencia na gestão de contas estratégicas na indústria farmacêutica, destaco a importância de compreender os desafios e necessidades de cada stakeholder. Mapear a estrutura organizacional do cliente, identificar os atores-chave e alinhar a proposta de valor são práticas cruciais. A busca por estratégias alinhadas com a estratégia do cliente é evidente, permitindo uma abordagem personalizada e eficaz. Estabelecer confiança e um rapport sólido simplifica relações complexas, tornando o processo de vendas mais eficiente. Essa abordagem personalizada, baseada no entendimento profundo das necessidades de cada stakeholder, é a chave para construir relações duradouras e mutuamente benéficas.

It already says in the title, complex relationships. Creating and managing multiple relationships is challenging. In my experience this is not something you do a single person, this is a team activity. Getting introduced to key stakeholders is a must, I prefer being introduced a the start of an engagement, so you are not the manager that is called in last minute just to give that extra discount. A good briefing by the team lead responsible for the account is key. Not just at the start of the relationship also during. He/she should also help you in creating a cadence so you have the ability to connect regularly and not just when (important) decisions are made.

Seek out red flags as you go, don't be afraid to ask the hard questions. If you know you need CEO approval on this purchase but you're 6 months into an evaluation and haven't met them yet that's a red flag. If you know info sec is going to be an important part of the evaluation but they haven't been involved yet and you're nearing a POC or Pilot, that's a red flag. It can be a number of things but if it seems like it's going too smoothly it probably is and you should test that with your champion

Complex relationships can be difficult. Mapping out the key players is the first step, collaboration is the next step. Those key players must come together and have a cohesive work process to achieve managing complex relationships. The other big piece, there must be a designated liaison with the account. Multiple points of contact for one account is one of the worst things that can happen.

Gostaria de acrescentar a comunicação eficaz com o cliente, pois exige uma escuta atenta das necessidades e preocupações deles e assegura uma troca clara de informações, certificando-se de compreender e atender às suas expectativas. É um processo que requer habilidades interpessoais e a capacidade de personalizar abordagens de acordo com cada nível hierárquico e conforme as necessidades de cada cliente.

Hace poco un cliente me dijo “yo quiero acelerar rápido, quiero buscar ya nuevos clientes porque se me cayó un cliente y no llego a los números” 1) veo a diario que muchos clientes se preocupan por generar nuevos clientes cuando se les cae uno en lugar de trabajar en la generación de clientes como una tarea central 2) la generación de clientes no es "magia", más bien suele ser un proceso bastante largo y como siempre digo, bastante silencioso. 3) no se puede acelerar cualquier cosa: antes de salir a vender tengo que revisar las ventajas competitivas, la propuesta de valor, la comunicación y varias cosas más antes de “acelerar” ¿qué pasa si aceleramos un auto viejo sin hacerle ningún control? Bueno, eso mismo. Paciencia, constancia y método

When sales managers act as secondary contacts, they face the delicate task of balancing involvement without overshadowing direct sales representatives. Striking the right equilibrium between guidance and empowerment is crucial to prevent confusion or dilution of the client's experience. This challenge highlights the need for sales managers to navigate a delicate dynamic, ensuring cohesive and effective customer interactions. Additionally, fostering communication and collaboration between the manager and representative is essential for seamless relationship-building. Furthermore, managing expectations and maintaining consistency in messaging become critical factors in overcoming the hurdles posed by this intricate relationship dynamic.