Take Time to Understand Your Clients Needs

SEEK FIRST TO UNDERSTAND, THEN TO BE UNDERSTOOD. 

                                                The 7 Habits of Highly Effective People

Dr Stephen R. Covey

I learned this very early in life while selling IT services.  When you are working with a client, it is key to understand the specific needs before explaining how you can help.  Otherwise, you become just another salesperson talking at the client, instead of with the client.  It was just common sense and why it is called Solution Selling.  This same method of selling can be used in just about anything that is presented. 

As a former sales manager told me “…you have 2 ears and 1 mouth…”  Listen first, and listen actively.  Pay attention.  LISTEN TO UNDERSTAND.  Once you understand why your customer is shopping, then you will be able to propose a solution that addresses their needs and wants vs. telling them everything you have and hoping they find a solution. 

Stay in control and provide a solution, don’t leave it up to chance and hope you make the right presentation, take the time to understand, then to be understood.  You will close more deals and have many more happy clients.

Howard Vogin has spent his entire life selling.  Starting out selling newspapers in his neighborhood, he has always had sales in blood. Throughout his career he has always focused on sales and marketing. Whether growing retail chains or leading sales teams Howard has always looked for ways to innovate and increase business through the development of his teams.  Now working in Real Estate in South Florida, Howard continues to help others through coaching, consulting and writing.  He is currently working on a new book.  To reach Howard email him at howard@voginteam.com.