For salespeople, what is important to make customers feel?

Salespeople should not just use "customer-centered" as a slogan, but should make customers feel "important" and feel in the details of specific sales practice activities at all times and everywhere. Until you really regard him as the "center".

We often hear such words as: "Customer is God", "Customer-centered" and "Customer-oriented" actually all mean the same thing, which is to make customers feel that they are important. However, this is often just a slogan, and customers do not feel that they really matter.

One afternoon in May 2001, because I was writing the book "Outstanding Shunde People", I went to interview Li Jialiang, the general manager of Shunte Electric. He is a very polite and polite man, gentle and scholarly, not at all like a businessman. The interview went very smoothly and we had a great time chatting. After talking to him for more than an hour in his office, I stood up and said goodbye. He walked with me from the third floor to the first floor, and then walked me to the gate and watched me drive away.

This incident left a very deep impression on me and became a very beautiful memory in my life. Years later, the scene when he saw me off often came to mind. Therefore, his polite and polite manner became an example for me to learn from.

The purpose of talking about this matter is to illustrate one point: how important it is to be respected!

American psychologist Maslow said: "The satisfaction of self-esteem needs leads to a feeling of self-confidence, making people feel that they are valuable, powerful, capable, positional, and useful in this world. and indispensable."

As salespeople, we should not just talk about "customer-centric" but never really let customers realize the "importance" from your words and deeds. ".

Yes, our ultimate goal is to achieve sales, but are we too obsessed with the results and ignore some details in the process? And these details may be some of the "important" details that customers can appreciate.

Joe Girard is known as the greatest salesman in the world. However, he did not do everything perfectly from the beginning. I once read such a story in his book. Once, a middle-aged man came to a car sales store and wanted to buy a very high-end car. Joe Girard enthusiastically introduced several models of cars to him. The man took a fancy to one of them and decided to buy him. Buy it. However, when he took out his credit card to pay, he suddenly decided not to buy it, without giving any reason.

Joe Girard was very frustrated and didn't understand what the problem was. Later, he found out that the customer bought the same car from another company. Joe Girard persistently asked the customer the reason. The customer couldn't resist and finally told the truth. He asked:

"Do you remember the situation?"

"I remember." Joe Girard said.

"Maybe you forgot one of the details. When I opened my wallet, I saw a photo of my daughter. She was in the fourth grade of elementary school. I said at that time: 'My daughter yesterday I got 100 points on the math test, do you remember?”

“It’s a bit impressive,” Joe Girard tried to remember.

"However, you didn't have any reaction to this sentence. Maybe you care too much about this business and have never cared about me at all, so you won't have any concern for something I am very proud of." "Although I shouldn't be harsh on you, I did feel a little unhappy at that moment, so I gave up." The truth told by the customer surprised Joe Girard, who didn't expect it. An oversight in one detail can lead to failure in marketing.

This story should make you understand how important it is to let customers realize that they are "important"!