Six Things Every Customer Wants

May 24th, 2011

sales informationEvery prospect we encounter has a unique set of wants and needs. However, there are some wants that are universal. And these generic desires are just as important to satisfy as a prospect’s unique wants. Here are six things you can count on every prospect wanting.

1. Information
In order to make a good decision, prospects need information. Not everyone needs the same amount, though. Some don’t need very much, while others demand everything you know and then some. And you need to adjust accordingly. If you give too much information to someone who doesn’t want it, they’ll tune out. On the other hand, if you don’t provide sufficient information to the person who craves it, they won’t trust you.

2. Guidance
Prospects want advice. And not just about what to buy, but how to use it, take care of it and get the most out of it. They may also want advice about issues only peripheral to your product or service: strategy, timing, design and other subjects. They more good counsel you can provide, the more of an expert they see you as.

listen more to boost sales3. To be listened to
While prospects want advice, they want advice that’s specific to them. And they can’t get that from a salesperson who doesn’t listen to them. (A problem which occurs all too frequently.)  Before you go spouting information and advice, you need to thoroughly understand a prospect’s needs, goals, challenges, fears, priorities, values and more.

4. An advocate
Buying can be daunting. Especially if:
• the purchase is big or particularly important;
• the process is long and complex;
• it’s a prospect’s first time; or
• they’ve had a bad previous experience.

That’s why buyers want an advocate to help them. And if something goes wrong, who’s on the prospect’s side?  Buyers want to be cared about, both before and after the sale.

5. Respect
Regardless of a person’s age, sex, race, religion, sexual orientation, budget or values, they are entitled to respect. And if a prospect doesn’t get it, they’ll buy from someone else. For eight specific elements you need to show respect for, check out Sales Advice from Aretha Franklin.

6. Appreciationsales appreciation
Nobody likes feeling taken for granted. Customers want to know they’re truly appreciated. It makes them feel important and valued. And a perfunctory “thank you” delivered with all the sincerity of an automaton doesn’t cut it. So what could you do to better communicate your appreciation to your buyers? How could you show them how much you value them?

Whatever you sell, whoever you sell to, every one of your prospects wants these six items. Are you delivering them?

The Biggest Obstacle to Increasing Your Sales

May 11th, 2011

Sales ObstacleSelling is challenging. There are lots of obstacles to overcome: competition, buyer reluctance, the economy in general, and more.

None of these, however, is the biggest obstacle to your sales success.

What is?


You can blame the economy, your company, your product, short-sighted discounters, tight lending guidelines, stupid customers and various other external forces all you want. The fact remains, if your sales suck, it’s your fault.

Whether you’re a salesperson, small business owner, professional or CEO, the buck stops with you.

You can’t control all those external factors. You can only control yourself.

Your current sales are based on the choices you’ve made up to this point. Your future sales will be determined by the choices you make from this point forward.

So if you really want to increase your sales, the question is, what are you going to do about it?

Seven Secrets for Super Listening

May 3rd, 2011

listening and salesListening is one of the most critical skills in selling, yet most salespeople, professionals and business owners are terrible at it. (This goes for most customer service representatives, sales managers and CEO’s as well.)

You can both improve and practice your listening skills by checking out my appearance on Breakthrough Business Strategies Radio with Michele Price.

In this ten-minute segment, you’ll discover:
• The first step in listening more effectively
• Two things you should never do while your prospect is talking
• How to remember more of what you hear
• Why what’s not said can be as important as what is
• How to know when your prospect is getting closer to buying
• And more!

To listen, just click on the link below. Or to download the segment to listen later, right-click the link and select “Save Target As…”

Seven Secrets for Super Listening, Don Cooper on Breakthrough Business Strategies Radio (mp3)

To learn more about Michele Price and listen to her interview other business experts on Breakthrough Business Strategies Radio (which I absolutely recommend), check out her web site: