Focusing on providing value to customers leads to longterm relationships from "summary" of Secrets of a Master Closer by Mike Kaplan
When you're out there in the field, dealing with real human beings, it's easy to get caught up in the numbers and forget that the person in front of you is more than just a potential sale. They are a living, breathing individual with wants, needs, and desires. They are looking to you for a solution to their problems, not just another product to add to their collection. When you focus on providing real value to your customers, you're not just making a sale – you're building a relationship. Think about it: when you go to a store and the salesperson genuinely listens to your needs, offers you thoughtful advice, and helps you find the perfect product for you, how do you feel? You feel seen, heard, and valued. You feel like you're more than just a transaction – you're a person whose happiness and satisfaction actually matter. And that feeling is what keeps customers coming back time and time again. When you prioritize providing value to your customers over making a quick buck, you're investing in the long-term success of your business. You're not just looking for a one-time sale – you're looking to cultivate a loyal customer base that will keep coming back for years to come. By focusing on building relationships rather than closing deals, you're setting yourself up for sustainable growth and continued success. So, the next time you're face-to-face with a potential customer, remember that your goal is not just to make a sale, but to provide real value and build a lasting relationship. Listen to their needs, offer genuine solutions, and show them that you care about their satisfaction. In doing so, you'll not only secure a sale – you'll gain a loyal customer who will choose you over and over again.
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