The $$$ is in making X task easier.
When a customer buys something from you, s/he is performing a task, so it makes sense to make it easier.
I was just reading this (part 2 of a series) The Worst Question a Salesperson Can Ask and these paragraphs resonated so much with this threat:
---
In a survey of more than 5,000 business customers, we found that of all of the possible factors that could drive customer loyalty — including brand, product and service quality, and price-to-value ratio — by far the biggest driver is something most companies don’t even think about: the sales experience, accounting for 53% of the overall total. [emphasis mine]
Customer loyalty, it turns out, is more a function of how you sell than what you sell. Specifically, customers reward suppliers who “offer unique and valuable perspectives on the market” and “educate them on new issues and outcomes.”
---
Although the sales experience involves the whole process IMO, including anything that happens post-sale!
When a customer buys something from you, s/he is performing a task, so it makes sense to make it easier.
I was just reading this (part 2 of a series) The Worst Question a Salesperson Can Ask and these paragraphs resonated so much with this threat:
---
In a survey of more than 5,000 business customers, we found that of all of the possible factors that could drive customer loyalty — including brand, product and service quality, and price-to-value ratio — by far the biggest driver is something most companies don’t even think about: the sales experience, accounting for 53% of the overall total. [emphasis mine]
Customer loyalty, it turns out, is more a function of how you sell than what you sell. Specifically, customers reward suppliers who “offer unique and valuable perspectives on the market” and “educate them on new issues and outcomes.”
---
Although the sales experience involves the whole process IMO, including anything that happens post-sale!
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