Training Tips

Give the People What They Want! How to fulfill the desires of customers

The sales professional is the human element in most companies. For customers, they are ambassadors and leaders. According to Darcie Davis’ ezinearticles.com article “Four Things Your Clients Want from Your Company,” sales professionals should take note of four of their customers’ most important needs, including:

• Listening to them. Surveys alone do not satisfy the customer’s need to be heard. Reps must be attentive and caring.

• Demonstrating that you’ve heard them. “If your customers take the time to speak up and offer their opinions about their experience with your company, your company must show a response,” writes Davis.

• Serving instead of selling. Each customer is unique and has a unique set of needs. They want to be heard and get solutions, not listen to a sales pitch.

• Understand them. “Demonstrating that you understand their unique personal and company concerns can be one of your key service or product differentiators,” Davis says.

She advises three ways of meeting these needs.

1. Creating processes to listen to customers.

2. Using creativity to demonstrate caring and understanding.

3. Building strong relationships with customers.

“Spending focused time asking questions and listening to customers is still the most trusted method of building those relationships that ultimately build new business,” concludes Davis.