When the customer sees that you have put in effort to offer a new perspective, they will know that you value the relationship
Salespeople are often reluctant to present uncompensated ideas for fear that they will come across as inappropriate. So is it really worth taking the risk of crossing established boundaries?
The answer is an emphatic “yes.” When the customer sees that you have put in effort to offer a new perspective, they will know that you value the relationship -- even if they’re not thrilled with the idea itself.
Uncompensated ideas are best unveiled at the end of the meeting, not the beginning. The offer a great way to end any meeting on a high note.
ACTION POINT: Take the risk of sharing “your” ideas with a customer.
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