1) Ask all of the questions that you need to ask to ensure that you truly understand your prospect’s needs. Don’t assume that you know what your customer wants or that all customers have the same issues and/or concerns. Ask. This way, you’ll be sure.
2) Give your customers exactly what they ask for. “Sort of” doesn’t count. Deliver quality and service each and every time. In addition, don’t oversell. Persuading a customer to take more product than they actually need will quickly make you a one-time resource.
3) Be absolutely certain that your offering will solve your customer’s problems or help them in the way they need to be helped. If your offering is not truly a solution, tell the truth. Selling a product or service that does not solve the problem it was purchased to solve may put money in your pocket in the short term but in the long term, it will guarantee that you lose the customer.
4) Do everything that you say you’re going to do when you say you’re going to do it. Nothing builds trust and credibility like doing what you say you’re going to do. And tell the truth no matter what. While sometimes being truthful might cost you a sale, in the long run the trust that you build will more than make up for any lost revenue.
5) Keep your customer informed every step of the way. If something changes, if there is a delay, a pricing issue, a mistake or any potential problem, let your customer know about it as soon as you know. Do not wait. They will find out eventually and not telling them personally and/or allowing them to discover it on their own will make you lose their business.
6) Become a valued team member and go above and beyond your prospect’s expectations. Show your customer that you are interested in their business. Invest time thinking about their needs and how you can help.
7) Show appreciation for your customer’s business by saying, “Thank you.”
