Doing Business | Sales & Marketing

May 15, 2013

10 Things Every Customer Wants

Surprisingly, the best price and best value is at the bottom of the customer's priority list. See what's at the top.

Why does a customer buy from one vendor rather than another? According to research recently conducted by The Rain Group, customers tend to buy from sellers who are superlative at the following tasks:

1. Bring New Perspectives and Ideas

If customers could diagnose their own problems and come up with workable solutions on their own, they would do so. The reason that they're turning to you and your firm is that they're stuck and need your help. Therefore, you must be able to bring something new to the table.

2. Be Willing to Collaborate

Customers absolutely do NOT want you to sell them something, even something that's wonderful. They want you to work with them to achieve a mutual goal, by being responsive to the customer's concerns and ways of doing business. Ideally, customers want you to become integral to their success.

3. Have Confidence In Your Ability to Achieve Results

Customers will not buy from you if you can't persuade them that you, your firm, and your firms offerings will truly achieve the promised results. It is nearly impossible to persuade a customer to believe in these things unless you yourself believe in them. You must make your confidence contagious.

4. Listen, Really Listen, to the Customer

When they're describing themselves and their needs, customers sense immediatelywhen somebody is just waiting for a break in the conversation in order to launch into a sales pitch. In order to really listen, you must suppress your own inner-voice and forget your goals. It's about the customer, not about you.

5. Understand ALL the Customer's Needs

It's not enough to "connect the dots" between customer needs and your company's offering. You must also connect with the individuals who will be affected by your offering, and understand how buying from you will satisfy their personal needs, like career advancement and job security.

6. Help the Customer Avoid Potential Pitfalls

Here's where many sellers fall flat. Customers know that every business decision entails risk but they also want your help to minimize that risk. They want to know what couldgo wrong and what has gone wrong in similar situations, and what steps you're taking to make sure these problems won't recur.

7. Craft a Compelling Solution

Solution selling is definitely not dead. Customers want and expect you to have the basic selling skill of defining and proposing a workable solution. What's different now though is that the ability to do this is the "price of entry" and not enough, by itself, to win in a competitive sales situation.

8. Communicate the Purchasing Process

Customers hate it when sellers dance around issues like price, discounts, availability, total cost, add-on options, and so forth. They want you to be able to tell them, in plain and simple language, what's involved in a purchase and how that purchase will take place. No surprises. No last minute upsells.

9. Connect Personally With the Customer

Ultimately, every selling situation involves making a connection between two individuals who like and trust each other. As a great sales guru once said: "All things being equal, most people would rather buy from somebody they like... and that's true even when all things aren't equal."

10. Provide Value That's Superior to Other Options

And here, finally, at the No. 10 spot (below everything else) comes the price and how that price compares to similar offerings. Unless you can prove that buying from you is the right business decision for the customer, the customer can and should buy elsewhere.

 

Text by Inc.
 

Tags Cloud

20102011accaaccidentaccidentsADSUadvertisingafghanistanAfrAsiaafricaagalegaagreementagricultureagroAHRIMAIairair asiaair australAir Franceair madagascarair mauritiusairasiaAirlinesairportairway coffeeAlbionalgeriaalibabaalteoAlvaro SobrinhoamazonAmeenah Gurib-FakimAMLandroidangolaAnil BachooApollo Bramwellappappleappointmentsappsaquaculturearab townarrestArtasiaATMATOauditaudit reportaustraliaaustriaaviationawardawardsAxcel ChenneyBABagatelleBagatelle DamBAIBangladeshbankBank OnebankingbanksBar CouncilbarclaysBDObeachbeachesBeau Bassin-Rose HillbeautybeerBelgiumBelle-MareBelle-RiveBet365betamaxbettingBharat Telecombig databitcoinblue economyBlue-BayBOIboko haramBollywoodBOMbombingbookbookmakerbossBotswanabpmlBPOBramer BankbrazilbrexitBritish AirwaysbudgetbuildingbusesBusinessbusiness trendsCabinetcall centresCanadacanecareercareer tipscargocarnivalcasinoCaudanCCIDCCMCCTVCEBcelebretiescelebritiescementChagoscharityCharlie HebdoCHCchilechinachromeCIELcigarettesCim FinancecinemaclashesCMTcomoroscompetitionconcertconferenceCongoconstitutional amendmentconstructioncontestcontestscontractcooperationcorruptioncounterfeitcoupCourtCourtsCPBCPEcreativitycreditscrisiscruise shipsCSOCT PowerCultureCurepipecustomercustomerscustomsCVCWAcyclingcyclonedamDawood RawatdayDBMdeficitdenguedeportationdevelopmentDiego GarciadivalidoctorsdodoDomaine les PaillesDonald TrumpDPPdrug traffickingdrugsDTAADubaiDuty Freee-commercee-servicesearthquakeebeneebolaecoécolesecologyeconomicEconomic Development BoardeconomicseconomyEducationeducation abroadeducation reformEEZEgyptEIILMelectionelectionselectoral reformelectricityelon muskembassyEmiratesemirates airlinesEmtelenergyENLentrepreneurshipEnvironmentEOCEUEuroEuropeeventeventsexamexaminationexamsexpoexportfacebookfairFalcqfarmersfarmingfashionfast foodfbiFDIfeefeesferryfestivalFievre AphteuseFIFAFIFA World CupFilm Rebate SchemefilmingfilmsfinancefinancesfinancingFirefishfishingFIUFlacqFlic-en-FlacfloodFloodsflourfonction publiquefoodFootballforecastforeign workersForumFrancefraudfruitfruitsFSCFTAfuelfunnyGAARgabongadgetsgalaxygalaxy notegamblinggame of thronesgamesgasgazaGDPGermanyghanaGlobal BusinessgolfGoodlandsgoogleGorah Issac casegovernmentGRAGrand Baygrand-baiegreecegreengreen energygrippeGTUH1N1hackershajjhamashappinessHawaiihawkershealthhealthcareHeritage Cityhi-techhigher educationhighlandshistoryHolcimholidaysHong Konghorse raceshorse racingHospitalhotelhotel businesshotelshowhow toHRHRDCHSBCHSCHSC ProhtchungaryhuntingHusein Abdool RahimIBAIBLICACICTICTAID cardiframacillegal fishingillegal migrationillegal workersIMFimportindiaIndian OceanIndian Ocean Island GamesIndonesiainflationinfluenzaInfographicsinfrastructureinnovationinnovationsinsuranceinterest rateinternetinterpolInterviewinterview tipsinvestinginvestmentinvestmentsIOCIORECiosiPadiphoneIPOiraniraqirelandIRSISISislamicisraelITItalyjapanJean-Claude Bastos de MoraisJellyfishJewelleryJin FeiJIOIjobjobsjockeyjournalismJulian AssangeKailash TrilochunKenyakitesurfingKPMGkreolla buttelabourLafargelandlandslideLarsen & ToubrolawlawslayoffsLe MorneleadershipleakLepeplexpressliberiaLibyalifeloanloanslocal governmentlogisticslondonlotteryLottotechLRTLufthansalycheeMadagascarmade in morisMahebourgmalariamalaysiamalaysia airlinesMaldivesMalimallmanagementmanagement tipsmanufacturingmarketmarketingmarketsMauBankMauritiansmauritiusMBCMCBMCCIMDFPMeatmeccamediaMedical CouncilMedical tourismmedicamentsmedicineMedineMedPointmeetingMEFMegh PillayMESMeteoMetro ExpressMEXAmexicoMFAMGIMHCmichaela harte caseMicrosoftMIDMidlandsMIEmigrationmigration crisisminimum salaryminimum wagemiss mauritiusmistakesMITDmlMMMmobilemobile phonesMokamoneymoney launderingmonkeyMont-ChoisyMoody’sMoroccomotivationmoviesMozambiqueMPAMPCMPCBMPLMQAMRAMSBMSCMSMMTMTCMTPAMusicMV BenitaNad SivaramenNaïadeNamibiaNandanee SoornackNarendra ModinasanatureNavin RamgoolamNavind KistnahNCBNCGNDUNECnefNegative Income TaxNelson MandelaNeotownNepalnetherlandsnetworkingNew Mauritius Hotelsnew zealandNGONHDCNICNICHLNigerianight clubsNitin Chinien caseNobel Prizenokianorth koreaNRBNTANTCNWCCNWECOCDEoceanocean economyofofficialsoffshoreoilOlympic GamesOmega ArkOmnicaneoniononlineopinionOppositionorangeoscaroscar pistoriusOUMoutsourcingPakistanpalestinePamplemoussesPanama Paperspandit sungkurParadise PapersparliamentPaul Bérengerpensionpensionspeoplepermis de travailPhilippinesPhoenix Beveragesphonespicture of the daypillspiracyplageplagueplanPlanet Earth InstitutePMPMEPMOpmsdPNQpokerpolicepoliticspollutionPonzi SchemeportPort LouisPort-LouispostPovertyPRPravind JugnauthPRBpresentationpresentation tipspresidentpricepricesprisonproblemprofitprojectprojectsprostitutionprotestspsacPSCpsychologyPTRpublic functionpublic servicepwcQatarQuantum Globalquatre-bornesquotesrainsRajindraparsad SeechurnRakesh GooljauryransomwareratesratingratingsRavi Yerrigadooreal estaterecallsreformreformsrefugeesreligionrentrepo ratereportRESRésidence Barklyrestaurantrestaurantsresultresultsresumeresume tipsretailReunionrevenuericeRiche-TerreriseRiviere-du-RempartRiviere-Noireroadsroche-boisRoches-Noires caseRodriguesRogersrose-belleRose-HillrosewoodRoshi BhadainRum and SugarRundheersing BheenickrupeeRussiaRwandasafetySAJsalariessalarysalesalessales tipssamsungsanctionssaudi arabiaSBIsbmSCscamscandalSCBGscholarshipscholarshipsSchoolschoolsscienceseasecuritySEMSEMDEXSenegalSeychellesShakeel MohamedShanghaisharksshootingshoppingshopping fiestashopping mallshopping mallsshowShowkutally SoodhunSICsicomSierra LeonesingaporeSITskillssmall businesssmart citysmartphonesSMeSME MauritiusSMEDASMFsmmsnapchatSobrinho casesocialsocial mediasocial networks & messengersSofitelsoftwaresolar energySomaliasonysouthsouth africaSouth China Seasouth koreasouth sudanspainsponsorshipsportSportsSquatterssri lankaSSRStar KnitwearstartupsstatisticsstatsSTCstockstock marketstocksstrategystreet vendorsStressstrikestudystudy abroadstylesuccesssuccess storysugarsugar canesummitSun ResortsSun Tan caseSunkai caseSunnystarssurveySwanSwedenSwitzerlandsyriaTAtabletsTaiwanTanzaniataxtax fraudtax heaventaxesTbillsteaTeachersteamTECtechnologytelecomtendertendersterrorismtertiarytextilethailandthethefttimetime managementtipstototaltourismtoystradetrade feetradingtrainingtrainingstransporttraveltrendsTrioletTripAdvisorTrou-aux-BichestsunamitunaTunisiaTurfTurkeyturkish airlinesTVtwittertyphoonUdMUgandaukukraineununemploymentunionsuniverseuniversityuomUSUTMvacanciesvacancyVacoasVacoas Popular Multipurpose Cooperative SocietyVacoas-PhoenixVanilla Islandsvarma caseVATVeekram BhunjunvegetablesVerizonvideoVideo of the Dayvirtual realityvisaVishnu Lutchmeenaraidoovisitvivo energyvolcanowasteWaterWaterparkWeatherwest africawhatsappWhitedot Casewi-fiwikileakswindowsWMAwomenworkwork abroadworkersWorkshopWorldWorld Bankwriting tipsWTOXavier-Luc DuvalyahooYasin DenmamodeyemenYEPYerrigadoogateyoutubeZambiazimbabwe
Mauritius
© 2010-2019 mega.mu