The Most Important Skill Salespeople Need to Learn
December 14, 2009 by Frank Rumbauskas
Filed under General Sales Advice, Latest News
I just saw this post on The Marketing Tech Blog, and it’s a story all salespeople need to read and learn from.
Here’s an excerpt that sums it all up very well:
It’s a basic lesson that anyone who sells products or services to other people: listen to your friggin’ customers. Don’t just assume that what they want is all wrong, and that you know better. At least take the time to listen to their reasons, and see if that’s truly what they want. Ask them if they have considered your option as an alternative, and if they don’t want it, don’t force them to buy what you prefer.
I agree! I got one of the best compliments regarding my real estate technique today! My client told me that “I get it”. What she was trying to say is that I listened to her, I used that information and I have so far shown her everything that she has wanted to see. Unlike several other real estate agents who did not make the extra effort to use information that we BOTH came up with during the search for the appropriate properties.
Customers today are very smart. They want to be treated like people and not just someone to sell to. They want to feel that they are important. Simply selling a product without considering the clients needs is very foolish. You can lose a lot of respect. I had heard once in a training:
When you upset a customer, they tell everyone. People generally like to complain and to “get back” at other people for their wrong doings. Very few people mentioned to others what a great, experience they had. (This is why you have to ask for the referral or reference.)
Great information.
The article is awesome. I appreciate the author. I want to add that we provide a customized, one-on-one relationship to support sales professionals, entrepreneurs, business owners or managers who also sell their product or service. Whether you want to improve your skills, time management or productivity, exceed goals or reduce stress, coaching will help you realize your potential and impact your professional and personal life in a positive way.