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Title 5 things customers want from their salesperson
5 things customers want from their salesperson
  1. Offers unique and valuable perspectives on the market. Customers look to salespeople to help them identify new opportunities to cut costs, increase revenue, penetrate new markets and mitigate risk in ways they themselves have not yet recognized. What sets the best salespeople apart is not the quality of their products, but the value of their insights.
  2. Helps me navigate alternatives. Customers look for salespeople who clearly differentiate themselves from the pack. They look for salespeople who can explain why they're more valuable than others in the industry. These salespeople are able to stand apart and pinpoint areas where their unique advantages intersect with the customer's critical needs. Customers don't want to hear that there is only one way or a single solution. Options are essential because they create dialogue and discussion.
  3. Provides ongoing advice or consultation. Customer loyalty is much less about what you sell and much more about how you sell. The best salespeople don't win through the quality of their products, but through the quality of the insight they deliver as part of the sale itself. They win customer loyalty not by "discovering" what customers already know they need, but by teaching them a new way of thinking altogether. Customers want salespeople to present innovative solutions to problems. They look for responsiveness and creativity.
  4. Shows me how to avoid potential landmines. Customers look for salespeople who understand their needs better than they do. These salespeople teach customers new perspectives, specifically tailored to their most pressing business needs. Salespeople have to know their customers' business better than they know it themselves. Only then can they show customers different ways to think about their businesses and how to avoid potential pitfalls.
  5. Educates me on new issues and outcomes. Customers want someone who can challenge their assumptions. What data, information or insight can you provide that changes their thinking about their businesses? As technology opens new doors, overwhelmed customers find themselves looking for someone to guide them through the challenges they face.
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Date Entered 1/13/2021
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Type Of Article Sales and Marketing
Article ID 993

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