Generating more sales through
competitive advantage

New business models are beginning to transform the role of the traditional salesforce and whether you are operating an internet-based or other direct marketing channel, an order-taking sales team or a key account management structure (or, indeed, a combination of all of these), there will always be a need to focus on these key areas for sales success:

who and where are our key customers?

and

how do we get them to buy, and buy more, from us and not our competitors?
1. Know your customer

Here at PXC, we are passionate about customers and strongly believe that loving your customers, putting them first at all times and improving customer value are the only ways to compete in today's marketplace. That is why we will spend time with you identifying customer needs and assessing everything which touches on the customer's experience as every activity within your business can impact on how satisfied your customers feel and how likely they are to remain loyal.

2. Keep your customer

Are you sure your customers are happy with your products and services and what are you doing to ensure that they come back to you - again and again? Dr Michael LeBoeuf has referred to research carried out across a wide range of companies which indicates that 68% of customers will go elsewhere due to the perceived indifference of the supplier and 14% will leave because of unresolved conflicts - both are in the gift of the supplier to address.

3. Deliver customer value

Delivering and continually improving customer value is one of the key ways to gain competitive advantage and secure more sales from both your existing customer base and potential new customers. That value can be in the product you sell, the price you sell it at, your speed of delivery and the way you handle customer queries and complaints.

The most efficient and profitable way of increasing sales is to look at your existing customers - how they buy and the average order value - and putting strategies in place which ensure that your customers buy again and again and, most importantly, never leave to buy from your competitors.

PXC can help you to stand back and evaluate your customer base and provide insights into how you can leverage your existing customer base to increase retention and generate more sales. Areas where we can offer support and advice include:

  • Needs & satisfaction studies
  • Customer communication initiatives
  • Customer value audits
  • Pricing strategies
  • Customer retention programmes
  • Proposition development

“The fact is, everyone is in sales. Whatever area you work in, you do have clients and you do need to
sell.”

Jay Abraham

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