Professional Selling Skills: Customer’s Goals

Do you know what goals your customers have? Just think how much more effective you could be if you knew their goals. Find out what their personal and business aspirations are by asking direct questions and listening to their answers. Understanding a customer’s goals will help you determine how to position yourself with them. A simple fact I’ve found regarding this is when the customer can’t tell you what their company’s goals are, they are likely to be disorganized and, therefore, difficult to establish any type of long-term business relationship with.

In addition, let them know that you have set goals for yourself. Explain your belief that it is essential for you to help your customers achieve their goals in order for you to achieve your own.

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