How to treat your most important resource.
Stroke their ego.
Do this in front if others. What do you care? You're making the commission he isn't. The more they feel like the brains behind the operation the better help they can provide.
I'm not suggesting that you let the service engineer take over the flow of the engagement, but make sure they feel as though they are integral part of the process.
Treat to things you can expense but they can't.
Golf, fancy meals, etc.
Make sure YOU always pay. Even if they are your senior or it comes out of the same company bucket. It shows you are taking care if them. It could be as simple as one less receipt for them to expense.
Ask for their input. Even if you already know the answer, but especially if you don't. You don't want bombard them with emails to where they think you're incompetent but make sure they think they are an editor to your masterpiece that is a sale. CC others including their immediate manager on occasion so they get higher recognition.
NEVER throw them under the bus! You can mend relationships either with the customer or with other coworkers, but you'll need to make sure the customer has complete confidence in the service well after the sale. Service is a sink or swim endeavor. Great service will always help with the next sale and if there is some residual tension left in the air, the sales rep can always return afterwards to smooth things over. My personal favorites are goodies; pens, mouse pads, food, or even some cheap consumables.
Take care of your Service Engineer and they'll take care of you.
Take care of your Service Engineer and they'll take care of you.
No comments:
Post a Comment