Thoughtful Thursdays – Do you sell to customer needs or wants?
It is a fine yet important line one learns to cross or not cross. You want to please your customer and giving them what they want is often the easiest choice. What happens when you know that what they need is not the same as what they want? How do you decide what is the best route to take? Make the sale or risk losing it by not giving the customer what they want?
Today’s thought is that it is not your decision to make. If you want happy, loyal customers, help them make the decision with consideration to your input. It is your responsibility as a professional sales person to bring to light the benefits and features of all the options. Make sales a consultative process by shifting the focus from the product or service to the needs of the customer.
Good selling,
Richard
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