News »Browse Articles » Listening to Bad Stories Can Create Great Sales

Grandpa said to me......

Now I know many of you speak to countless prospects and customers on a daily basis but how many of you really hear what they are saying. I also understand that listening to Mr. John Joe’s story about his terrible gout in 1963 just gets better after the tenth telling but don’t go glassy eyed and order a 12 inch versus a 15 inch widget. Many of us get in too big a hurry to get out the door or off the phone and assume that we have created the right “fit”. That’s fine and all if you sell one product and in one variety. If you sell a complicated service or product details can be the death of a deal.

The bottom line to any sales career is that you, no matter how high and mighty you may think you are, are at the service of your customer. People pay additional for your unique ability to select and inform them about the product that is right for them. Ultimately we are the servant of he or she who has the dough. So take some pride in the job and if you find yourself getting bored after just a few questions of what color it comes in then find another career path. Great sales people go to great lengths to understand their customer and in turn to get all the details of the deal squared away on the front end. Customers remembered the way they are handled and decide largely to do business with a person organization based on their buying experience. How many times have you left a restaurant and thought the food was OK, but the service was great. Sadly its usually the opposite and more folks will not return to eat a potentially great meal because their server was rude or forgot to leave off the mayo. You may be wearing $200 shoes but really you are waiting tables. The better the job you do the better the commission/tip typically is.

If all of us sales studs and studdettes would crank down our ego a bit, not too much because a portion is necessary, and treat each customer like they were our last, better sales would happen. Part of what is wrong with our economy is exactly this, people forget how to sell. First of all we think marketing is ancient secret hidden in some Indiana Jones style temple and uninterpretable by most. Folks marketing is just telling your story in a way that reaches the masses, and the more interesting your story the more people want to hear it. The other bane of our economic existence is the fact that we don’t remember how to get people to do business with us more than once. Ill go into detail in this in another post but these are things that affected by attention to detail and our customer.

Just remember folks that if you your customer tells you about their colon issues, then there is a great chance you can make a sale.

Source:
http://www.salestacticstoday.com/?gclid=CK2S0MKV3poCFQIupAod72f6yw

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