If your business is to succeed, you must remember to sit on your customer's side of the desk to keep you centered and to make sure you are providing the true value of your experience.
Too often, when we are focused on getting the customer to buy, it's hard to for us to get out of our own way. Ask yourself this question; When you are visiting with a customer, are you ACTIVELY listening to what they are saying? Are you listening to only what you want to hear?
We often find when visiting with a customer that their previous engagements were more manipulative and directed than open and focused. If you are attached to you own success and not focused on making the best possible recommendations, you create potential roadblocks by limiting the customer's comments, your ability to engage on key issues and you may loose the deal or a long term relationship.
Listening can be tough. Sometime they are telling you that your solution won't fit. Sometimes they are telling you they may not have confidence in your abilities. That's OK! The more you can get your customer to open up, the greater your ability to craft a solution and a proposal that hits all the points. You can also powerfully position your organization as the "best of class" in the way you engage and provide relevant insights.
If you take the steps necessary to engage and listen with intelligence, your success will go beyond closing that deal, but rather business karma will keep you and customers open to everything and attached to nothing. It may also create references and referrals to other business that will reward your patience and diligence in delivering the best solutions and an attentive ally in meeting their needs!
Too often, when we are focused on getting the customer to buy, it's hard to for us to get out of our own way. Ask yourself this question; When you are visiting with a customer, are you ACTIVELY listening to what they are saying? Are you listening to only what you want to hear?
We often find when visiting with a customer that their previous engagements were more manipulative and directed than open and focused. If you are attached to you own success and not focused on making the best possible recommendations, you create potential roadblocks by limiting the customer's comments, your ability to engage on key issues and you may loose the deal or a long term relationship.
Listening can be tough. Sometime they are telling you that your solution won't fit. Sometimes they are telling you they may not have confidence in your abilities. That's OK! The more you can get your customer to open up, the greater your ability to craft a solution and a proposal that hits all the points. You can also powerfully position your organization as the "best of class" in the way you engage and provide relevant insights.
If you take the steps necessary to engage and listen with intelligence, your success will go beyond closing that deal, but rather business karma will keep you and customers open to everything and attached to nothing. It may also create references and referrals to other business that will reward your patience and diligence in delivering the best solutions and an attentive ally in meeting their needs!
Posts
