Hi ,
Top of the day to you...
Today, we talking about an important area of communication that is most overlooked by sales professionals and business owners. - for this email post to have its desired impact you need to open or download the graphic (picture) included here !
Ofcourse, you heard the customer, but do you really understand what the customer is saying? Hearing and listening are two different things.
Sales people like to talk, but good sales people do more listening than they talk. When you are selling complex solutions and projects. It pays to listen and to capture what the customer really want to achieve and why. It pays to bring a subject matter expert with you to listen to the customer in order to understand what the customer wants and if it is feasible!
Most times we are in a hurry to sell (can't say I blame the sales person or business owner we are under pressure) but if you dont listen, it would cost you many things; return or rejected orders, a dissatisfied customer or you may even lose money and repeat business.
Now look at this picture one more time and ask yourself ? How good is your business at capturing and understanding customer requirement:
- Sharpen your communication skills (LISTENING being No. 1)
- Make sure you document client requirement properly
- Validate your understanding with the customer before you start work.
I ask again " Do you understand what your customer is saying"
I would like to know what your thoughts are: What has been your experience in your interaction with your customer(s) ? . I would love to hear from you.
Till I chat with you again. Take care of you.
Warmest Regards
Suleiman Shaibu
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