“Start listening and discover the hidden questions that unlock new perspectives. Give your buyers and customers the experience of being heard.” – Janice B Gordon in today’s Tip 1167
Do you put your customer’s experience into the way you sell?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Janice B Gordon. Janice is a Consultant, International Speaker, Educator, and Facilitator; and Author of Business Evolution: Creating Growth in a Rapidly Changing World. Here she is:
Janice B Gordon: Daily Tip #1: Put your customer’s experience into the way you sell. 70% of buying experiences are based on how the customer feels they are being treated. According to PwC, 42% would pay more for a friendly, welcoming experience. So there’s a keen incentive here.
Never forget that B2B is still human to human. You sell to individuals within a company, not the company. Those individuals buy on emotion and then justify their decision with logic. Still, too many sales conversations lead to, I’m here to tell you. You know when someone is telling you something, you only half listen. But when you’re asked by someone for your thoughts or your contribution, you know they’re actively listening to your words and now you’re paying attention. Adding value is not having all the answers. It’s more often about constructing the questions that help the other person to unlock a fresh perspective or to discover the answer. So stop telling. Start listening and discover the hidden questions that unlock new perspectives. Give your buyers and customers the experience of being heard.
Scott Ingram: For links to connect with Janice, get to her ebooks, and to subscribe to her Scale Your Sales Weekly Podcast, just click over to DailySales.Tips/1167. Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!