Give Your Customer What They Want Not What You Think They Want

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Give Your Customer What They Want Not What You Think They Want Really

Sales Training 101

I have been applying my trade as a consultant (selling) for over 23 years...

So much so that I thought (in many cases) that I new exactly what a customer needed before I even spoke to them...

The problem was that in many cases it was not what they wanted...

This bears repeating...

In my experienced professional (and trained) opinion I knew what the customer needed...

But quite often it was not what they wanted...

And this lost me some sales...

Let me explain...

For example a young couple in their mid twenties would seek my advice about a savings plan for their retirement or perhaps school fees for their children..

Now (given their circumstances) in my experienced and professional and trained opinion they needed Life Insurance and Critical Illness Insurance in that order...

Not a saving plan...

But they wanted a savings plan...

So what do you do...

Well I had a moral and professional duty of care to explain my position to them about my recommendation for Life Insurance and Critical Illness Insurance...

However having explained my position...

If they still insisted on a savings plan then it becomes my moral and professional duty of care to explain the best savings plan for them (given their circumstances and future plans)...

Now a lot of sales people "skip" the point about giving your experienced and professional and trained opinion regarding the customers need for Life Insurance and Critical Illness Insurance before moving onto what the client wants in this case a savings plan...

In my opinion this is the wrong approach...

And yes it has cost me some sales...

But for the people who became my customers they never sought advice elsewhere...

They valued my advice that was freely given in their interest and not mine...

So that they could make an informed choice about what was right for them...

So by carrying out my duty of care to my customers "first"; I believe that I made up for the lost sales with repeat business and referrals...

I hope this helps...

Lets talk soon...

 

Gary



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