This is why it is critical for your company and your customer-facing team to have earned the trust and respect of your prospects.
Industrial products and services are complex. Using complex products results in numerous business outcomes. Some outcomes are not tangible but emotional (like peace of mind). Therefore, deciding which product is right for the prospect often depends on qualitative, not quantitative, analyses. And, the more your prospects and customers trust you, the more they will listen as you, and your team guide them through the buying and maintaining processes.
Please click here to read the complete article published on Thomas Insights Update on February 15, 2023.
Related content:
- Being a Trusted Adviser is Not the Same as Providing a Great Customer Experience
- Why The Say:Do Ratio Is So Important To Building Customer Trust
- The Customer Is Always Right Unless You Want Her To Actually Trust You
About Middlesex Consulting
Middlesex Consulting helps our B2B product manufacturing clients grow their services revenue and profitability by applying the methodologies and techniques associated with Customer Value Creation and Customer Experience professions to assist its clients in designing and commercializing new services and the associated business transformations. Contact Sam here.