Always strive to exceed customer expectations from "summary" of The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
The key to success in sales is understanding that the customer’s perception of value is determined by their expectations. In order to build strong, lasting relationships with customers, sales professionals must constantly aim to go above and beyond what is expected of them. This means not only delivering on promises, but also anticipating the customer’s needs and desires before they even express them. Exceeding customer expectations requires a deep understanding of the customer’s business and industry. By taking the time to research and learn about the customer’s specific challenges and goals, sales professionals can tailor their approach to provide unique and valuable solutions. This level of customization not only sets the sales professional apart from the competition, but also demonstrates a genuine commitment to the customer’s success. In addition to understanding the customer’s business, sales professionals must also be attuned to the customer’s individual preferences and communication style. By actively listening and responding to the customer’s feedback, sales professionals can adapt their approach to better meet the customer’s needs. This level of attentiveness shows the customer that their concerns are being heard and addressed, fostering a sense of trust and loyalty.- Exceeding customer expectations is not just about making a sale – it is about building a long-term partnership based on mutual respect and understanding. By consistently striving to surpass what is expected, sales professionals can create a positive customer experience that leads to repeat business and referrals. In the competitive world of sales, it is this dedication to customer satisfaction that sets the best apart from the rest.
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