Professionalism You Can Touch Closes Sale

Tuesday 10th January 2017

In a client selling primarily technical and engineering project solutions, there was an amazing discovery and confidence builder for the idea that CRM can really pay back!

Within 3 months of the completion of their implementation project our client closed a deal that they had not felt confident about getting. They were up against an equally well resourced opponent, but win they did!

They had a procedure of building their understanding of their position in the market place and always had a proper review of successes and failures. They asked the customer why they had been chosen in preference to their rival. The answer was simple. 'We chose you because you are more professional'. This gave the team cause to reflect. What did the customer mean when he used the word 'professional'? They felt that both companies by any measure were professional and competent to carry out the work.

Upon interviewing the customer staff again, they established how the assessments of professionalism were being made. Customer staff confirmed that they saw both contenders as capable of doing the job, but whenever they contacted our client the person they spoke to knew what was going on in the account and there was an instant response to queries. The unsuccessful contender was always slow in responding and the customer felt that this reflected an unprofessional handling of project files and correspondence. Having the relationship documents immediately available on the screen in their Maximizer CRM system had enabled them to project greater customer care, interest and professionalism.

One job paid for the whole CRM project!

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Contact Details

JI Software
Kings House
245 Ampthill Road
MK42 9AZ

Tel: (01234) 214004
Fax: (01234) 215374