Sales Training Article: What Customers Really Want

Sales Training Article: What Customers Really Want:from Sales Consulting | Sales Coaching & Sales Techniques| Strategic Sales Performance – CustomerCentric Selling® by Customer Centric Selling

Sales Training Article: What Customers Want Most from You

By Geoffrey James, Inc.

Read this article from Inc. to learn the 7 most important things that your customer wants from you and improve sales performance.
It's not just about your product or service. Customers want you to be the type of person they can trust to get the job done.
What do your customers really want from you? No matter what your industry, your customers want more than just great products and workable solutions.
What they really want to know is that you--personally--are the type of person whom they can trust to get the job done. Here are the seven things they want to see in you:
1. Independent Thinking
Customers want to know that you'll represent their interests, even it's not in your own financial interest--and particularly when the proverbial chips are down. (Of course, it's your job to make certain that the chips stay up.)
2. Courage
Customers want to know that you can be trusted to do the right thing. They expect you to tell them if buying what you're selling is a mistake, or not truly in their interests. That takes real guts.
3. Pride
The best customers don't want you to truckle and beg. Because they're trusting you to deliver, they want to work with proud, successful people who can handle even the most difficult tasks.
4. Creativity
Customers don't have the time to sit and listen to cookie-cutter sales presentations. However, they always have time for somebody who can redefine problems and devise workable solutions.
5. Confidence
Customers are taking a risk when they buy from you. They both need and expect you to exude the kind of confidence that assures them you'll do what it takes to make them happy.
6. Empathy
Customers want you to see the situation from their perspective. They want you to understand where they are, how their business works, and the challenges that they face--not just intellectually, but in your gut.
7. Honesty
Above all, customers want you to be honest with them. In fact, the previous six values are built upon a foundation of honesty. Without honesty, you have absolutely nothing to offer any customer.
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