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Customer Experience #17: Core Competence - Partners in Your Customers’ Preferred Direction

By QBC Podcasts | June 19, 2008

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This is the concluding part of Michael Byrne’s series of 8 podcasts on the Core Competencies for Sales. In this episode, we discuss what it means to be at the pinnacle of Sales Competence: Partners, with your Customers, in their Preferred Directon.

The key to this relationship is Trust. Trust which has been built up over time, through proven performance in the other competence areas we have discussed. Trust which is based on awareness that the salesperson understands the customer’s problems and is genuinely interested in helping to solve them. Trust which is won when the salesperson challenges the customer and awakens them to a deeper understanding of their preferred direction.

It’s possible that the preferred direction of a particular customer at this time may not always offer a sales opportunity. If so, no amount of sales effort will induce a customer to happily buy something they do not want. In that case your salesmanship will be more effectively employed elsewhere, for now.

Once again, Michael cautions against the pushy opportunism which, more often than not, can cut short a call, or worse still a relationship. Remember it’s not about you: it’s about your customer. It’s not about your product: it’s about their business. Earn the trust of your customers; go with them in their preferred direction and you will achieve real results.

Feedback: Michael AT QBC.ie. Call or text +353 87 2602205.

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