A successful business transaction is mutually beneficial for both the salesperson and the customer. To see how valuable you are to customers, it’s a good idea to find out all ways your product or services help them.
Some questions to ask yourself:
- Does your service improve customers’ profitability by eliminating ineffective processes?
- Does your product free people up to work on higher-priority items?
- Do you help keep your customers competitive in a global market?
- Do you help your customers look better to their customers, which in turn helps them retain their best clients?
- Can you help companies ramp up without wasting time?
- Does your response time prevent downtime for your customers?
- Do you reduce scrap and rework?
- Do you do everything possible to make your customers look better?
- Do you always show your conviction about the value of your company and your abilities?
- Do you always look for a win-win resolution in negotiations to find a better deal for both you and your customers?
- Do you practice good listening and refrain from jumping to conclusions about what your customers need or don’t need?
- Do you use testimonials and case studies to constantly remind customers about the value you bring to them?
Adapted from: “Emotional Intelligence for Sales Success,” by Colleen Stanley, president of SalesLeadership, Inc., a sales consulting firm specializing in emotional intelligence.
