Keeping Focussed on the Customer

It is all too easy to get distracted these days. Really the only way to remain successful is to keep focussed.

This will probably mean listing your main objectives per goal.

This will also men stay focussed on your daily task list.

In sales this means focussing on making the calls face to face.

People buy from people they know and respect.

So here are a couple of tips to remain focussed.

Focus on your customer with empathy:

They only way to earn respect is to listen and let the other person know you care. Through listening you will uncover their pain points both personally and within the organisation.

Very rarely does someone get heard internally and therefore when someone external to the organisation takes the time to listen, the bet is it will pay off.

I would guess the customer problems, whilst not immediately apparent to you and how you can assist, never the less will be tied into your solutions.

For instance do you know your clients values, missions, goals? This can be tied into your proposal to them.

Customers always change. People within your customer organisation change. Therefore never assume you know them. Just because they gave you the flick last year does not mean they are in the same position this year, this month, this week. How many times have you known your solution was the best but they chose an inferior one, and you were itching to tell them ‘I told you so’.

Maybe we need to constantly advise them of our successes, with their company and with other customers.

What are your thoughts?

When times are tuff in sales

So, everywhere you go people are sticking you for a discount because times are tuff and they need to reduce cost. Predictable.

But if you give a discount this time where does it stop? As I recall people want discounts when time are good aswell. Generally people want to feel they have received something extra, a guesture that they matter, that they differ from everyone else you have seen/sold to today.

Therefore why not acknowledge this by not providing a discount but by adding value to the package. For instance provide a small product along with the sale (a smaller loss on your business) but a bigger gain for the customer. Or throw in an audit service (which will ultimately get you in further with the business and see things you never had access to before). Maybe an initial one hour consultation/service set up.

Either way it is far better proviing something extra than providing a discount. It sets a better value proposition in the customers eyes and will pay off in word of mouth advertising.

Let me know how it goes?