Customers Need More Than Products

The best salespeople see a sale as a consultation, not a transaction. They find ways to benefit the customer beyond what the product offers. Here are three ways you can be more valuable to your potential clients:

Help clients see issues they hadn't considered. Don't start by lecturing a customer about the problems you see in her business. Lead a conversation, prompt her to explore deeper issues, and then offer thoughtful diagnoses as the discussion progresses.

Point out opportunities they've missed. If you can identify them, help your customer see untapped possibilities – markets, technologies, trends – that will allow his business to grow.

Refer them elsewhere, when necessary. Not every client needs what you're offering. When that happens, connect them with people who can help think through a complex issue or point them to another vendor who has what they need.

Source:Today's Management Tip was adapted from "Would Customers Pay for Your Sales Calls?" by Scott Edinger.

Nick Kalikajaros 2017