If you’ve never read any of Seth Godin’s material, you need too! I love his take on Marketing. This guy says it like it is, and honestly, it’s great and I like it. This particular quote from Seth literally changed the way I sold things from that point on. “Don’t find customers for your products, find products for your customers”. – Seth Godin. I went from pitching features and benefits to fact-finding and solving problems for customers. I quickly realized after changing my ways that solving problems for customer vs assuming their needs exponentially increased consumer satisfaction. Yes, there was a time where I was not as bright as I am today.
I truly believe you are doing a disservice to your customers if you are not discovering their needs prior to proposing a product or solution. From cold calling, emails or face to face sales, do yourself a favor spend some time and think about fact-finding questions related to your product that you can ask your customers in order to better serve them. You will not only benefit from an increase in sales and customer satisfaction, but you will also learn how to improve your products and or services based on the feedback you will receive.
Do you currently have a sales process? Can it be improved? Stay tuned as I will soon be adding a sales tips section to the “Your Go To Guy Resources”. Ask me about my consulting services and see how we could help revamp your sales process.