Chapter 83. The database is an essential tool
It is impossible to remember everything about every customer. So to be effective, Sales Ambassadors review their customer database to update and review the information they have compiled.
First of all, the database improves the quality and efficiency of the sale. By knowing what the customer has already purchased (or owns), a Sales Ambassador can make better proposals. Using the data, a more personalized service adapted to the preferences of the customer can be provided.
The database also builds and reinforces loyalty. Along with the name and contact information, the Sales Ambassador completes the information with what has come up during exchanges and conversation with the customer. Criteria such as family, interests, important dates, events, lifestyle, profession, and the customer's network of personal contacts are some of the main categories. Often, Sales Ambassadors add comments such as "Mr. Wong prefers coffee to tea." "Ms Klein owns horses."
Spend time with your database every day.
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