客户对销售人员有何期望？

业务目的只有一个有效的定义：创建客户。” - 彼得·德鲁克（Peter Drucker）

客户是我们业务的目的。他们有我们满足的需求。他们是我们产品质量的法官。客户对我们的销售人员有何期望？

信誉
信誉是销售客户关系的核心。没有信誉，销售人员无需出售。首先，他们必须将自己作为雇主的可信代表出售，并真正有兴趣帮助客户。销售人员赚取的信托是客户采取行动并做出决定的基础 - 购买决定。没有信任，就不会有业务关系。当存在信任时，即使客户不喜欢销售人员的答案，这可能要求扩大交付或价格上涨，至少他们知道这是事实。丢失的信任等于永久损失销售。

信誉的第二个方面是掌握产品和过程知识。我们大多数人都想到了关于产品或服务的知识渊博，但是对客户的流程和应用程序的专业知识和洞察力也是关键。可能会浪费很多时间来尝试出售错误的产品用于客户应用程序。销售人员始终可以从他们代表的公司那里获得其他信息，因此，要出售的物品的知识深度不如对客户的应用和问题的真实了解重要。伟大的销售人员成为客户过程中的专家。这种专业知识使他们成为潜在解决方案的重要供应商，使他们成为客户团队的席位。

清晰的通信
Clear communications is the process by which sales are made. There is no sales process without communications to create a meeting of the minds. Communication means more than the ability to speak or sell. Active and appreciative listening are key to the salesperson creating an accurate picture of the customer’s problem and needs. This accurate picture is essential if the proposed solutions to be sold are to be helpful and seen as an improvement by the customer. The best salespeople, in my experience, were strongest at listening and drawing out all aspects of their customer’s needs before offering any potential solutions. They are non-judgmental as well, even if the problem is one that the rest of the industry has solved decades before. By being a careful listener, and identifying with the customer’s perspective, the salesperson creates a roadmap by which to offer the solution that they represent.

Customer Agency
In the days that I was in sales management, this would have been described as “willingness to fight for the customer.” We’ve grown past the idea of business relationships being strictly adversarial. Yes, the salesperson works for their principle, but the job of the salesperson is just as much to sell their principle on what they have learned that their customers need in order to solve their problem. Oftentimes what is needed does not nicely fit into the principle’s stated terms, conditions, minimum quantities or standard practices. The salesperson needs to use their credibility, their mastery of the product and process knowledge of both companies and their ability to clearly communicate to effectively advocate for the optimum solution for all parties. Fight for the customer? Not so much. Work tirelessly to deliver the best solution? You bet!

Quality
如果他们拥有的产品有缺陷或质量低，甚至世界上最好的销售人员最终也会失败。
当今的业务速度不允许溢出，时间来处理不合格的时间以及不遵守既定要求的时间。随着越来越多的申请在不断增加的数量中出售，导致召回的潜在失败的成本和后果是无法恢复的。销售人员的一部分信誉是有愿景，使命，目的和执行质量和客户服务的偏见的感觉。

销售人员的质量也可以衡量。对于客户而言，销售人员的质量取决于他们的后续行动。可能不可能立即获得客户的答案，但是有了当今所有各种电子沟通方式，客户没有理由想知道他们的问题发生了什么。他们想知道自己的询问状态始终是什么，并看到证据表明它正在作为正在进行过程的一部分进行处理。

What do salespeople get from customers if they meet the above attributes desired by their customers? Respect, new orders, repeat business, the chance to make another sale.