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What Your Customers Are Looking For

sales Nov 13, 2017

Any time you talk about business and customers, it isn’t too long before someone is pontificating about exceeding your customer’s needs. Before you can do that though you need to know what they expect. And while each customer will have varying expectations, you can be sure of these four:

  • Product – They expect a perfect product. Simply put your customer wants what they believe they’re paying for. “What they believe” is the key phrase here. It’s a really good idea to make sure that you’re both on the same page with this one. The biggest disconnect I see constantly is you talk about what you’re going to do when you’re customer wants to know what they’re going to get. Make sure you’re talking their language by understanding what’s important to them and showing them that’s what they’ll get.
  • People – They expect to deal with friendly, caring people. Your customer...
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Building Rapport is Rubbish

sales Oct 02, 2017

Building rapport today is manipulative and it simply doesn’t work because you think it’s something to check off in the process of getting the sale, and your prospect or customer can smell the insincerity a mile away. Just to make sure you and I are on the same page, building rapport is finding something outside of the transaction that you, the salesman, have in common with your prospect. Building rapport is a squirrelly term that’s hard to grasp and can feel forced on your side because it’s something you’re supposed to do.

And just like the much overused and under delivered word “service”, building rapport has got to go. I can make this easier for you by recommending that you create a connection instead. This is how you really engage a person, not a prospect or a customer, but another human being doing their best to get through the day. I don’t care what business you’re in, that true purpose of your business is to create and...

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Making the Sale

sales Sep 18, 2017

“YES! I made the sale!!!” can be heard all around the globe. The truth of the matter is you can never make a sale. It’s impossible. The fact is you can’t sell anything to anyone. I know this sounds harsh but keep an open mind, and I promise this will make sense.

The only one that completes the sale is the customer. They’re the one that decides to move forward or to walk away. The entire concept of selling is, with your words and actions, to create a buying atmosphere where the customer is more likely to say, “Yes.” 

The first secret to getting great at sales is to internalize the great truth that selling has nothing to do with the transaction and everything to do with the relationship. The primary purpose of any business is to create and keep a customer. You don’t achieve that goal by completing transactions; you do that by building relationships. People don’t do business with companies; they do business with...

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How Many Sales Will You Make Today?

sales May 08, 2017

"YES! I made the sale!!!" can be heard all around the globe. The truth of the matter is you can never make a sale. It's not possible. The fact is you can't sell anyone anything. I know this sounds harsh but keep an open mind, and I promise this will make sense.

The only one that completes the sale is the customer. They're the one that decides to move forward or to walk away. The entire concept of selling is, with your words and actions, to create a buying atmosphere where the customer is more likely to say, "Yes."

The first secret to getting great at sales is to internalize the great truth that selling has nothing to do with the transaction and everything to do with the relationship. The primary purpose of any business is to create and keep a customer. You don't achieve that goal by completing transactions; you do that by building relationships. People don't do business with companies; they do business with people they know, like and trust. If they don't like or trust you, no matter...

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