The customer's perception is your reality from "summary" of The Sales Bible by Jeffrey Gitomer
The customer's perception is your reality. Your success in sales depends on how the customer perceives you, your product, and your company. It doesn't matter what you think about your product or service – what matters is what the customer thinks. If the customer thinks your product is too expensive, then it is too expensive. If the customer thinks your service is slow, then it is slow. If the customer thinks you are untrustworthy, then you are untrustworthy.
You can argue with the customer's perception all you want, but you will never win. The customer's perception is their reality, and you need to accept that. Your job as a salesperson is to understand the customer's perception, address any concerns they may have, and work to change their perception if necessary. You need to be empathetic and put yourself in the customer's shoes. What would you think if you were in their position?
Your goal is to create a positive perception in the customer's mind. You need to build trust, establish credibility, and show that you genuinely care about the customer's needs. You need to be honest, transparent, and reliable. You need to deliver on your promises and exceed the customer's expectations. You need to provide value and solve the customer's problems. You need to show the customer that you are the best choice for them.
Remember, perception is reality. If the customer perceives you as a pushy salesperson, then that is their reality. If the customer perceives your product as inferior, then that is their reality. If the customer perceives your company as unprofessional, then that is their reality. You can't change the customer's perception by force – you need to change it by being the best salesperson you can be. You need to show the customer that you are trustworthy, knowledgeable, and helpful. You need to prove to the customer that you are the right choice for them.
In the end, the customer's perception is your reality. You need to accept that fact and work with it. You need to understand the customer's perception, address any concerns they may have, and work to change their perception if necessary. You need to create a positive perception in the customer's mind by being the best salesperson you can be. Remember, perception is reality.
