QUESTION – how do I maximise the average sale per customer? THOUGHT – think strategically about your communication Maximising the average sale per customer requires listening to customer needs, identifying pain points, and then matching needs and pain points to the qualities of the product and its value propositions. That said, it is also important […]

QUESTION – how do I maximise the average sale per customer? THOUGHT – think strategically about your communication Maximising the average sale per customer requires listening to customer needs, identifying pain points, and then matching needs and pain points to the qualities of the product and its value propositions. That said, it is also important to articulate. Communication is central to every sales process. It is fundamental to maximising the average sale per customer which, in turn, is a critical element in maximising profitability. Communication involves: ListeningArticulating The importance of listening, often under-recognised, has been addressed in a THOUGHT earlier in this series. The focus here is on articulation. Over the years, I have undertaken numerous surveys for clients intending to determine how they can increase sales. This has included B2B and B2C clients involved in the sale of both goods and services. More often than not, these surveys have…