Customer Strategies

Think about it. There are times in every industry when a customer has purchased something from a salesperson that they didn’t need. It doesn’t matter if the salesperson gave them a great discount or just “got one past them”. If the customer needs are not addressed in the solution they buy, the prospects for a long term customer will be slim.

At the core of every customer purchase is the desire to satisfy a business requirement or want. Although in the short term selling a product your customer doesn’t need is good for your top line, the prospects of developing a strong customer relationship with them are virtually zero.

When the client realizes their purchase does not match up to their actual needs, what do you think the chances of a repeat sale are?

Zero.

Don’t be short sighted. Your customer strategies have to address the long term. This means understanding your customer’s business and how your solution will impact their operations. Remember the customer sales cycle is not linear. There is no finish line. The customer will buy again. Your actions today will have a significant impact on whether the customer will purchase from you in the future.

It doesn’t seem like rocket science, but you would be amazed how many salespersons’ have a short sighted view on their customer’s. By matching your solution to your clients real needs, you will not only do right by your client, but you will gain a trust with them that will bear fruit in the future. Long term customer relationships are built on trust and value. You need to establish that as early as you can in the selling cycle.

This sales approach will position you as more of a consultant than a salesperson. The value that you provide will set you apart from your competitors. You will become a problem solver in the eyes of your clients, and not a “salesperson”. Once you develop this relationship with your customers, you will be very difficult to beat.

Customer strategies that take this approach have one major element in common. The salesperson listen’s more than they speak. Clients will often share with you details about their business if you show them you are genuinely interested. This is where the gold is and where the ability to craft your solution that links to their business objectives lies.

Take this mind set with you into every customer sales call you make. The meeting is about the customer. It is not about you or your product. You are there as a problem solver to help them with their business goals.

If you can achieve that, your sales close rate will shoot through the roof.

Thanks for reading.

Good selling.

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