'Buyers' Views of Salespeople 2005' TACK International Research SurveyDelivering outstanding service is a priority to most companies. So knowing the views and expectations of your customers – existing and prospective - is essential if you want to build and maintain outstanding and profitable relationships.
TACK International’s latest research into ‘buyers’ views of supplier salespeople’ provides an invaluable insight into the buyers’ preferences, likes and dislikes when it comes to their dealings with salespeople and how these are changing over time.
For TACK website readers, we’ve highlighted some of the key survey results which are essential for anyone interested in the effectiveness of their sales and support teams or their own selling style. For details of the full survey and for a free 6 page executive summary email marketing@tack.co.uk.
The clock is ticking A quarter of survey respondents will only allow a salesperson forty-five minutes for meetings so the need for thorough preparation and skills to investigate and listen to customer requirements is crucial.
Knowledge is Power The top un-prompted responses to ’why you deal with a supplier’ focus on knowledge of their company, their customers and market and not just depth of knowledge of the supplier’s products and services. Sales offerings need to be developed beyond the purely financial, technical and operational aspects to the relevance of what it means for the customer.
‘Telephone Tag’ Professional buyers do expect to be prospected although it seems there is less overall acceptance of this practice compared to two years ago. Letters, followed by emails and telephone are the most acceptable forms for new contact from a supplier.
Up close & personal Most buyers, 75%, say they do want regular contact with their suppliers, but on their own terms as half want to drive this process by instigating that contact. It’s therefore more important than ever that salespeople hone their relationship and interpersonal skills to win the buyer’s trust.
