QUESTION – how do I maximise the average sale per customer?THOUGHT – think strategically about your customersThere is nothing more important in business than the customer. The customer is the key to profitability. Maximising the average sale per customer can impact directly on that profitability. An important factor impacting on the average sale per customer […]

QUESTION – how do I maximise the average sale per customer?THOUGHT – think strategically about your customersThere is nothing more important in business than the customer. The customer is the key to profitability. Maximising the average sale per customer can impact directly on that profitability. An important factor impacting on the average sale per customer is the experience that surrounds the sale process. Recent research in the United States addressed the factors that affect the quality of the customer experience as identified by customers. The top four factors were: Listening – 69%Not ‘pushing’ – 61%Information – 61%Rapid responses – 61% These findings serve to highlight several critical issues: The importance of understanding the customer and building the sales process around the customerThe importance of asking critical questions and providing the information that answers those questionsNot being too pushy and helping the client through the sales process rather than trying to…