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In fact a satisfied/ delighted customer will canvas for you even without asking if he has found value through the business in question.
Tome Reilly the sales guru opines “ at the core of motivated behaviour are characteristics, qualities or traits that reflect values. These values shape our attitudes and our attitudes drive our behaviour. We behave as we believe. Behaviour repeated over time become habits. Value added sales people are people of high character- they inspire trust in other people.
On an individual basis, competency is achieving your objectives. Competencies are a combination of attributes, abilities, knowledge and skills that individuals must possess to perform effectively.
In the past, a gifted salesperson was one who could “communicate value.” But as products have become more similar, each competitive salesperson delivers essentially the same message. So the new need is for the salesperson who can“create value” by helping the customer make or save more money. Salespeople must move from persuading to consulting. This can take the form of providing technical help, solving a difficult problem for the customer, or even helping the customer change its whole way of doing business.
I reiterate that if the customer is satisfied / delighted and found true value he/ she will tell his friends and colleagues and through this “ word of mouth ” the supplier is likely to get additional customers and added business. Asking a customer for referrals all the time may not be beneficial. Instead, gear up from front line to every department to the top level to be customer oriented shall fetch more business
