Please stop for a moment to consider your deepest desire before paying attention to our blog question, ‘What do clients truthfully want?’ Most people want to believe that their thoughts matter and desire acceptance in social and business settings. Most people relent that their ideas are not understood, others ridicule them, and often they feel very much alone to wonder if their effort is worthwhile. And then the idea of quitting comes to mind, although it isn’t their heartfelt desire deep down.
NOTE: Treat your prospects and clientele as humans.
My Story
Whether we encounter people personally or professionally, we each want to feel a warm welcome and a sense of appreciation as we communicate our thoughts. Similarly, clients quickly evade attempts by salespeople who only have the sale in mind, not the person or the company in front of them.
Take the Challenge
The best first step for most is to imagine being the client as an impostor mirrors your behaviors. Observe the impostor’s behaviors and patterns as they speak to you about the fantastic products and services they expect you to purchase.
The burning question becomes, would you purchase or quickly ask the impostor to leave the premises and never return? In all seriousness, it is a burning question because if the clients do not desire our return, we burn a hole in our potential income and potentially run the risk of the job and career. It’s a serious matter as during my sales career, I witnessed a hefty ongoing turnover at all companies I worked for. Seeing their egos at the sales office confirmed that their nonstop talking took over on sales calls.
Embrace Q, L, C: Question, Listen, Clarify
Gaining a sound footing with a new prospect, it is best, to begin with questions to encourage the other person to start talking and gradually open up. For starters, inquire why they made time to see you and what caught their interest.
Although people are unique, commonalities among many appear as to what caught one person’s interest. Listening to answers is essential for building one’s sales repertoire. Not only will you soon realize the valid interest points, but it also opens doors wide for upper management. By sharing attention-getting insights in team meetings, the company’s executives will realize better strategies for advertisements and marketing.
As people speak, questions generally arise. Most people are embarrassed to either say they need help understanding or are too busy to make the sale. Either way, they miss opportunities for further business growth. The idea of asking for clarification demonstrates that you are honest and will likely be accommodating upon working together. Taking it one step further, sometimes an answer is cloudy or will raise more uncertainty. It is best to ask all related questions until no more come to mind.
The QLC routine signifies the following:
– Humility is within you, and potentially integrity, too.
– You stand out from the competition and could be a friendly easy-to-work-with provider.
– You care about delivering your best.
Your Story: What Do Clients Truthfully Want?
An excellent habit is to review our best and worst experiences to compare the results. Of the better experiences, recall similarities in approach, conversation, and each outcome to know what to continue doing and potentially maximize. Underlying the effort is to realize which habits are distracting to discard. Upon making it a routine practice, efficiencies will encompass the overall strategy for more robust results. You will answer, ‘What do clients truthfully want?’
Toward the end of a sales career, you can pass the knowledge in action on to younger people via your products and services. The community spirit will enable you to accomplish more than you thought early in your career to find fulfillment in a satisfying journey.
In Conclusion: What Do Clients Truthfully Want?
Prospective clients seek out amicable relationships whereby they are comfortable trusting the representative. Even better, they look forward to future meetings that include tasteful laughter. The professionally friendly style of doing business relaxes almost everyone. Better yet, the process turns into a returning and referring clientele known as The Smooth Sale!
