Does your customer trust you?

  It is very important that your customer trusts you. What are the levels of trust that a customer can have on you? Level 1 Trust: Commodity :The customer pays money for a product or service that you deliver. Level 2 Trust: Transactional : The customer does more than one transaction with you and trusts…

Help Purchase, Don’t Sell!

  This is a very old dilemma in the minds of salespersons – “To sell or To help Purchase!” For me, trying to sell something is a fruitless exercise for a salesperson. What all should I do as a salesperson , if I am trying to help my customers purchase? How can I help my…

Customer Loyalty Index(CLI)

  The salespersons approach towards “Customer” depends on what you do with the customer between two consecutive sale made to the customer. Normally , it is the service engineer who often surfaces between two sales either for preventive or reactive maintenance. What possibly can be the agenda of the salesperson for such meetings? a) Training…

Customer is never foolish

  A customer may be uneducated, uncouth or uninformed about your product or service. In the last 30 years of my sales career , I have never come across a single customer who was foolish.(A foolish person always seeks the advise of another person who is considered as less foolish than the former.) If they…

How much to educate customers?

  Customers have a faint idea about the features , advantages and benefits of your product before you actually start explaining the same to them. You start explaining your product with great elan and very soon you realise that this customer who was hitherto not very knowledgeable about your product starts finding faults in your…

Close Encounters of Sales Kind

  Customer listens to what you are not saying and notes what you are saying. Customer likes you if you look into his eyes and talk. Customer finds you disciplined if you use the words “Sorry” and “Thank you” The handshake of the customer will let you know the former’s level of interest in talking…

Customer Buys to Mitigate Risk

Customers do not buy a product or service for any one of the following reasons: a) He likes the product / service b) He needs the product / service c) He desires the product/service d) He wants the product/service e) He loves the product/service Customer buy’s a product or service to mitigate a risk. If…

Who is your Customer?

  The naive answer to this question could be “anyone willing to buy my product or service is my customer” or “anyone who has a need which can be fulfilled by my product or service is my customer”. I would not like to enter into a debate by saying that these answers are wrong. Nevertheless…

Lost Opportunties in Sales

I’m amazed at salespersons who make a sale and move on to the next prospect. I challenge you to carefully(and honestly) look at your customer list. I’ll bet that there are hundreds of opportunities to sell something. The advantage that you have with these old customers are as follows: 1. They know you and respect.…