Question: A member of your marketing team wants to send a sales offer to your existing customers. How do you respond?
- “That’s fine, as long as it helps them do the job they hired our product to do.”
- “That’s a good idea because we can put more pressure on people who have previously bought from us than we can put on prospects.”
- “We shouldn’t do that. Asking customers to buy from us again is a betrayal of their trust.”
- “That’s a bad idea. Those people have already bought from us. We should focus on finding new prospects instead.”
Explanation
Sales offers to existing customers are appropriate when they support the customer’s job to be done and provide additional value. The goal is to help customers achieve their objectives, not simply push more sales. Aligning offers with real needs strengthens trust, satisfaction, and long-term relationships. Customer-focused selling ensures repeat offers enhance the buyer experience rather than feeling exploitative.
Why the other options are incorrect
B) Applying pressure undermines trust and is not aligned with enabling the customer’s goals.
C) Selling additional solutions can be ethical if it genuinely helps customers accomplish their objectives.
D) Focusing only on new prospects ignores opportunities to serve existing customers effectively.
Source for verification
HubSpot Sales Enablement Customer Offers
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