Clueless in Customerville
This entry was posted on June 2, 2006 3:46 PM and is filed under Business - Sales and Customer Service.
Do you know what your customers want? Is that the same as what they need?
Sometimes customers confuse want and need. But you have to distinguish between the two in order to provide the biggest benefit to your customer. How do you do that?
Ask lots of open-ended questions. Actively listen to the answers and ask clarifying questions. Read between the lines. Listen for clues (and verify your impressions) to know what your customers really want and need.
It's your job to provide what your customers need to solve their problems. And you should always try to concurrently fulfill their wants.
Happy selling!
Pat Hassett
P.S. Tell your friends.
