5 Tips to Stay “Client Focused” in 2012

1. People buy from people they like. It is important to spend time connecting with your prospect. It should only take 1-3 emails and the first 5 minutes of your appointment.

2. Assessing your client’s needs means identifying where the client is vs. where he/she wants to be. You then demonstrate how your product/service can fill the gap.

3. Remember to actively listen as you take notes. Restate the prospect’s answers to your questions to show you understand and ask followup questions to clarify the issues that your product or service can solve.

4. People like to buy, not be sold. Approach all aspects of the sales process from the client’s point of view – don’t “sell,” instead “solve problems.”

5. Even though men and women communicate differently, building a relationship is important to both genders. The difference is how you get there. Men focus on the transactions and work up to a relationship. Women start with the relationship and work up to a transaction.

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