Since we’re salespeople, it’s real easy to focus on making the sale; however, that’s our agenda.
How about focusing on the customer’s agenda and help them to buy?
At the end of the day, the result is the same, but the perspective is vastly different.
To make a sale, we focus on us. To have the customer buy or make a purchase, we necessarily have to focus on them. That’s the correct way to do business, and the one that produces consistent results.
Talk about a way to differentiate ourselves from the competition – to actually be interested in what the customer wants.
By the way, the customer doesn’t always want to keep putting off a decision or keep looking and looking for a new home. They might tell us otherwise, but sometimes what they want – and need – is for us to help them reach a decision and overcome their fear, apprehension, and reluctance.
Focus on the customer, and sales will follow.
* For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.
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