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...
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