Is your customer smarter than you?

I just read a blog post entitled The Sales Pitch is Dead by Geoffrey James.  Click here for the full post: http://tinyurl.com/mcxjhw  It contains wisdom about how to keep an open mind and encourage real dialog with your customers.

Consider that your prospective customer might know something that you don’t know.  After all, you certainly want them feel that way about you, right? 

Consider that your prospect has good reason for doing things the way they’ve been doing them.  Ask about that and you’ll learn what’s important to them.  This doesn’t negate the possibility that you might have a better alternative, but it will encourage them to engage in dialog with you if you sincerely show that you stand to learn something from them.

Who doesn’t want to feel validated?  Always assume you can learn something from your customer.  It will guide you to the right language, approach, attitude and will do much to establish rapport.

Be irresistable.  Humility works.

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About Melanie M. Morris
Broker of Trust and Authenticity I'm really a sales executive, but I'd rather identify with these ideals rather than to simply say...I'm a seller.

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