I often read and hear about how selling is, or should be, all about the customer. And I agree. It is mostly about the customer. After all, they're paying your wages - directly, if you work on commission, or indirectly if you don't.I strongly support that, as salespeople, we need to do a better job of identifying the needs and desires of our prospects.
The better we understand those needs and desires, the more likely we are to successfully position our products and services in such a way that they will resonate with the prospect as a solution for those needs. So yeah, selling is all about the customer.But it's also all about you, the salesperson. A sale is an event that requires both parties - the buyer and the seller - be satisfied. All business deals big and small proceed on this same principle.
So I don't subscribe to the idea that "the customer is always right." I believe selling is a good thing, and we shouldn't apologize for it, shouldn't shy away from it, and we shouldn't roll over and play dead when we get a tough customer.Bend over backwards for your prospects. Treat them with respect. See the world through their eyes. But while you're doing all those things, remember your role: to sell your products and services. You don't give your products away without earning a fair profit. You don't give in to every unreasonable customer request.
You don't shy away from challenging customer situations. Your needs need to be met, too.You're a salesperson. Selling is all about your customer. And it's all about you.If you like this post (or don't) please leave a comment.
Skip Anderson is the Founder and President of Selling to Consumers Sales Training. He works with companies and individuals who sell to consumers in B2C, retail, in-home selling, and the financial, real estate, and insurance markets.Contact Skip | Join Mailing List Follow on Twitter | Connect on Facebook | Connect on LinkedIn
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