First of all, customer relationship is a cooperative relationship based on business purposes. Whether the customer relationship is good or not is reflected in whether the business objectives can be achieved.
Second, customer relationship is reflected in support. Customer relationship is different from ordinary commercial contract sales. Customers will not sign an agreement with you or privately promise you projects just because they have a good relationship with you.
Third, customer relationship is to establish a spiritual contract with customers based on business goals. In the process of customer relationship expansion, customers will also pursue more trusting and easier communication methods.
It can be said that customer relationship is a spiritual contract between enterprises and customers based on business objectives.
In order to establish this spiritual contract, first of all, we should be "interesting and friendly";
Secondly, it should be "useful" and bring valuable things to customers;
Finally, and most importantly, to be honest, you must make customers feel that you are trustworthy.
"Elite Sales" vs. "Process Sales"
Next, let's look at the "elite sales" model and the "process sales" model.
1. "Elite Sales" mode
Now some companies, especially start-ups, use the "elite sales" model to establish relationships with customers, and there are often four common phenomena:
Phenomenon 1: the company's performance is too dependent on the sales elite, the high-quality customers are mastered by the sales elite, and the customer information is highly concentrated. Once elite sales leave the company, it will seriously affect the company's performance.
Phenomenon 2: The boss himself is the sales elite, and the customer relationship is firmly in the boss's hands. Even if he wants to pay, it is difficult to find the right person, which makes the boss very tired.
As the boss of a "sales elite", he needs to spend 80% of his time dealing with projects and meeting customers, so he doesn't have enough time to settle down and do more important things.
Moreover, many bosses are from sales backgrounds and have good customer relationships. But in the end, it was found that the sales echelon was not well trained, and many projects could not be handed in, even if they were barely handed in, they could not achieve the expected results.
Phenomenon 3: customers only recognize personal brands and do not recognize corporate brands. Because all promises and promises are fulfilled by sales elites, in the eyes of customers, there is only a personal brand.
Phenomenon 4: business is discontinuous or performance is unstable, and customers are lost with the flow of sales staff. Losing someone is not terrible. The terrible thing is that there is no good promotion channel, which leads to the loss of the whole sales team.