July 30, 2010

GIVE THE PEOPLE WHAT THEY WANT
By Patrick Williams

The very first sales job I ever had was at a retail camera store.

Month after month, a gentleman name Lucian consistently outsold each person on the team; sometimes, he outsold all of us combined!

I finally wised up and asked Lucian to share his secret.

He chuckled slightly and told me there was no real secret. "Just give the people what they want," he said.

The trick, Lucian revealed, is that most people who come into the store don't know what they want, so it was up to us to ask thoughtful, relevant questions that would help the customer clearly define what they wanted. Focusing on their desired outcome was the key.

Over 30 years later, not much has changed.

If you focus on what your customers want to achieve, you will rapidly find out how and if you can help them.

© 2010 YOU ROCK!(TM) Communications

Sales Tip of the Day is provided courtesy of www.yourockcommunications.com