Speakers: Steve Blanc
Customer loyalty is the “holy grail” companies and sales professionals seek and successful companies and sales professionals have. Data shows loyalty has little to do comparatively with the product or service but how customers experience it.
Through this presentation, the speaker will facilitate an experience where the audience will learn how to create loyalty from their customers and other stakeholders.
11. Be seen as....
• Demonstrate unique and
valuable perspectives
on my market
• Help me navigate
alternatives
• Help me avoid land
mines
• Educate me on new
issues and opportunities
12. –Dr. Merle Olson UTHSC - San Antonio
“I sometimes have to remind myself Charles
works for Beckman, not me.”
13. When I read sales experience
It’s really about being seen by (the
customer, client, partner, investor) in a
differentiated and positive way
14.
15. Exercise
• To your left and behind you in groups of 4.
• What are the 2 best things can I do to differentiate my
interaction in the “sales experience?”
• Decide on a scribe and time keeper
• 10 minutes
16. To create loyalty in business to
business be seen as
• Thinking in terms of your customer’s business
• Knowing their company and the industry
• Looking for areas they are missing to shine a
light on them
• Creating constructive tension
• Leading TO your solution/proposal not WITH
• Tailoring your conversation
18. It’s the experience you create
In the business to consumer market…to get and keep
repeat customers
19. –W. Edwards Deming
“Profit in business comes from repeat
customers. They keep coming back and they
bring their friends.”
Editor's Notes
What is loyalty. What does that have to do with sales? Influence? Commitment?
How do we see it? Most importantly, how do we create it?
Webster defines it as ....... In business it is among the most valuable attachments you can have to
Clients
Customers
Partners
Investors
It’s visceral. It’s emotional. It’s resilient. It’s not unbreakable.
Take moment and please write down these 4 numbers as shown. Ok we’ll come back to those in a moment.
The CEB, now part of Gartner, is a membership driven research company ......
CEB undertook a request to study why in the face of the worst recession in history some sales professionals and companies were winning and wining big.
Now take a minute and match the number I had you capture earlier and as a % of respondents who identified the biggest factor driving loyalty....
Let’s see a show of hands ....How many...
Frankly they were shocked. What do you think of these results?
When you hear sales experience I want you to think about any professional interaction where you are trying to earn more out of a relationship beyond “just having a relationship.”
Let me illustrate this with a story.....