Trust = Customer for Life
Posted by Manheim Heavy Truck and Equipment Auctions on Thu, Dec 22, 2011 @ 02:27 PM
The November issue of Construction Equipment Distribution magazine featured an article 
entitled “How to Create Trust - And Make New Sales.” The article, in short, discusses discarding old sales tactics, which focused on closing the sale, and embracing a new sales tactic: focusing on the customer relationship.
Manheim Specialty has always strived to provide our valued customers with a sense of security in their buying and selling decisions. To meet this goal, we now provide our dealers with their own individual account rep. These account reps are trained to focus on the customer, not the sale; thereby creating the trust and personal connection that this article suggests is critical to maintaining customer satisfaction and loyalty.
In addition to personal account reps, Manheim Specialty offers a wide range of tools to further enhance the trust factor. For example, Manheim Specialty’s Market Report provides dealers with wholesale market pricing transparency, enabling them to accurately compare prices so they feel comfortable and happy with their purchases. With Manheim Specialty’s Market Report, we ensure a dealer never leaves an auction with that proverbial “buyer’s remorse.”
It’s important NOT to think of our dealers as numbers, but as people whom have a problem that we can solve. Because we provide our customers with their own account rep and tools to gauge pricing, they can feel secure in knowing that Manheim Specialty is acting in their best interest, creating the bond needed for a long-term and successful business relationship.
For more tips on how to build a bond with your customer, be sure to check out “How to Create Trust - And Make New Sales” in the November issue of Construction Equipment Distribution.