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Selling is about creating value for the customer from "summary" of Making Major Sales by Neil Rackham
Selling is not about persuading the customer to buy something they do not need or want. It is not about manipulating them into making a purchase that will benefit the salesperson more than the customer. Instead, selling is about creating value for the customer. It is about understanding the customer's needs, challenges, and goals, and offering solutions that will genuinely help them achieve success. When salespeople focus on creating value for the customer, they build trust and credibility. They become partners in the customer's journey, working together to find the best possible solution. This approach sets the foundation for long-term relationships and repeat business. Customers are more likely to buy from salespeople who prioritize their needs and provide real value. Creating value for the customer requires a deep understanding of their business and industry. Salespeople must do their homework, researching the customer's challenges, competitors, and market trends. This knowledge allows them to tailor their solutions to the customer's specific needs and demonstrate how their product or service can address those needs effectively. In order to create value for the customer, salespeople must also be excellent listeners. They need to ask probing questions and actively listen to the customer's responses. By truly understanding the customer's perspective, salespeople can identify opportunities to add value and tailor their approach accordingly.- Selling is not just about making a sale. It is about building relationships, solving problems, and helping customers succeed. When salespeople focus on creating value for the customer, everyone wins. Customers get the solutions they need, and salespeople build trust and credibility that will benefit them in the long run. By prioritizing the customer's needs and offering valuable solutions, salespeople set themselves up for success in the world of major sales.
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