What your customers want.

This is one in a series of articles on approaches to enhancing sales performance. The articles include presentation skills, cold calling, closing, questioning skills, territory management, progressing the sales and many others.

What do your customers want?

• Get to know me - but not too much
• Give me the facts - but keep it as simple as possible - don't get too complex
• Listen to me - talk less than I do and let me know you heard me
• Tell me the truth - and look me in the eye when you do
• Show me proof - letters, articles & testimonials
• Let me know the price is fair - I am happy to pay the same as others but not more
• If you give me a choice - give me a recommendation & if it isn't the most expensive I will be happy
• Don't be negative - especially about the competition
• Make me feel special - concentrate on me, take an interest in me and then reinforce my decision
• Don't use obvious sales techniques to try to pressure me - I am not stupid! I will know and you will lose the sale
• Make it easy for me to buy - I will be happy to buy if it is easy
• Follow up on your promises - do what you say and deliver what you promise
• Give something extra - a little extra makes me smile and everyone I know will hear about it.