When a truck pulled out in front of my car I swerved out of the way and mentally made a note of the truck’s features. Three years later, all I remember about that vehicle is the bright, well-known store logo. To this day I refuse to buy anything from this store, although the only thing I have against it is that one member of staff made me feel unsafe while driving my car. I wonder whether the safe driving of the delivery employees was part of the organization in question’s sales and marketing strategy?
Here's one client’s journey illustrating how they went through the adoption of consultative selling within their business. It shows how successful this approach can be when applied diligently in the appropriate situation and lists key learning points.
How do you operate in a world where the customer has more and more power? Is there a successful way to understand what’s going on customers’ minds so that you can ensure your business meets or exceeds their expectations? And finally, do you know how to make the necessary changes to your business – processes and offerings – to ensure your customers are happy in this relationship?