“Give them what They want; NOT what you want !”
“Give them what They want; NOT what you want !”
Countless times, I have seen this in presentations to customers; in the communication with them & otherwise in all marketing material.
Customers want one thing; & are offered everything else except that one !
Customers ask for one thing & they get answers which are totally unrelated to their ask !
Customers try to tell what they want & are derived a good ear to their speech> No one listens to them.
The BEST & SIMPLEST thing to convert every every deal in business in to find out what customers want AND give it to them.
It’s BEST became if customers feel that you can’t don’t or won’t listen to them they will go to the place where they feel heard. We don’t want that to happen, correct?
It’s SIMPLEST because that’s the correct thing to do. Remember - The Smallest distance between ANY 2 points is ....a straight Line !
When you find out what customers want & give it to them your job it gets finished for the time being.
Let’s take property selling is real estate project.
Does your people Really know what customers want? Each customer want? I mean REALLY know?
A very simple teat to find out whether your team knows it or not is by asking these 2 simple questions. If you SE can answer these, congratulations! If your SE doesn’t know, hesitates, gives you vague answers, then you know that they don’t know!
Question 1 - What are the Top 3 things this customers is looking for in their flat or shop ?
Question 2 - What are top 3 problems or issues the customer’s is facing with their current homes or office/shops?
That’s it.
If your Sales Executives can answer these 2 Questions clearly & correctly then be sure that you are on right path.
If they cannot answer these, then be sure that this particular customer will not buy from you. Simple.
And when this happens you need to work to change the situation!
