A recent study was discussed in Sales and Marketing Management Magazine. Christine Galea writes that after polling executives on 25 potential qualities they’d like their vendors to have, the top six surfaced – with not too much surprise:
1. Honesty and Integrity – do what you promise
2. Accountability – stick around for the whole buying cycle, not just once the deal is closed
3. Understand the Customer’s Business – don’t ask an executive for basics about his or her business – do research
4. Problem Solving – be ready to solve a customer’s problem; anticipate what might go wrong.
5. Partnership – an overused word – make sure you as a seller have a stake in the outcome – not just the buyer
6. Customer Satisfaction – beyond service, making sure the customer is satisfied on an ongoing basis.
You can do an assessment of your company or of yourself through talking with your customers, clients, peers, and vendors. Look back on several recent opportunities – whether you won them or not – how did you do in these six areas? What can you do to improve? Post your thoughts.