NABC, Inc. Creating a Total Selling Organization

Know Your Customer’s Perspective

Most entrepreneurs, CEOs, and sales managers focus internally on their products or services and try to figure out how to make them more appealing to a customer.

This product “pushing” mentality, at least from the seller’s perspective is not in concert with today’s consultative sales approach. Customers want to engage in problem solving vs. product flash.

As a result, knowing your customer from their perspective is the only perspective that counts.

Management needs to help their sales professionals understand customer’s wants and needs both present and future. This requires more of an inquisitive approach, asking more probing questions and understanding the customer’s entire business proposition.

This macro view allows specific products or services to create more value when connected to the customer’s situation. www.nealabc.com