I think most people in today’s sales world would agree that you have to approach customers with a relationship vs. dollar sign orientation. Yet how many truly let this thinking penetrate their sales processes to the point where every decision is made with the customer in mind? Anthony Iannarino, international speaker and sales leader, points out some of the potential pitfalls that are created when you lose focus on the person you are serving.
- You push too hard on your dream client and give them a negative impression.
- Taking advantage of a knowledge deficit and charging a higher price. Once the client finds out, they’ll never do business with you again.
- Selling to an eager buyer before they could really benefit. They lose time and money, and you lose credibility and integrity.
The moral of the story? Think before you sell. Every time.
BoweryJE22
Great post! Sales really should be about building a lasting relationship, not looking for just a one time deal. We as humans are far too short sighted most of the time. Treating a client right can lead to not only them coming back for more but also the chance for them to brag about your help which should only help your career in the long run. Thanks for sharing!
This post is great! It is important, especially if the sale could lead to more sales down the road, to make sure that the customer is satisfied. Instead of just trying to get as much money and sales in the moment, it is important to think about the future. If you hurt your reputation at the beginning of the sales process with the customer, they probably will not buy again.
I think this is a really good point, and can apply to more than just selling. You want to think before you do lots of things in life, and selling is one good application of that. If you just rush blindly into things, you will make yourself and your company look bad.
Hi Chloe! I agree. I think this type of thought process can be applied to a lot of situations, whether selling or projects in general, people should always be prioritized. It’s difficult to do when efficiency and productivity are always lurking around the corner, but in my own experiences, when I’ve taken the time to really value a relationship rather than whatever I needed to accomplish, it actually made the whole task much quicker and more pleasant.