How can I help - but let me first tell you about me
My friend, Ardath Albee, and I'm sorry about the other day. We see so many false starts, if people are salespeople, marketing specialists. You know the theory, yes, they are supposed to focus on the customer. They know they have to customer needs, problems, objectives speak. You know, they should be the customer's problems and proposing solutions for large focus. Too often it is not. Immediately after the words "how can I help", or "What are your"He should let his mouth - before we have the chance to one - to go and says," but let me tell you about our products, "or" I'll tell me "or" Can you help me? "The focus is now moving towards them, and what they want.
Hmmm ..... This is what we mean by attention to the customer? I thought it would be the way to work, and we question: "What are your problems / needs," or "Questions How can I help you," we must pause and give customers the opportunity to speak. Ithought we should listen, understand probe.
Too often our true motives are so transparent. We really want to talk about ourselves, we put our products. We're just going through the motions of answering the question whether the expression of our concern, because what we do. Or listen long enough until we stop the search, told us, and throw our bad luck, or as I heard in other posts, we jump to solutions.
We say that all the time,sales and effective marketing is all about the customer! The customer should be the focus of interest. Understand what the customer wants and needs to be found, it is our priority. First we scan interviewed, questioned, explored alternative ideas, we can start talking about what we can do for them. If we do this, we have to maximize our efforts and coordination with the customer and to maximize the likelihood of our profitability of their businesses.
Do not get me wrong, we want to talk aboutCustomers, we can solve the problems of customers who want to do, and we want to consider a solution provider. Therefore the dismay of all the vicious circle that can not critical. But if we do and move forward, it's all about the customer, not us.
help | first | tell |