Use Chemistry with Customers to SellBy: Kevin Nunley
How a customer feels with you is a big part of whether they will buy or not. Most people avoid hiring someone they are uncomfortable with. Sometimes clashes in personality are unavoidable. But in most cases, there are things you can do to create good chemistry between yourself and a client.
Obviously, it is important to try and be friendly and courteous to your customers. It's really quite simple. Smile and look them in the eye. If you are respectful to your customers and help them feel cared about, you will often see the same reaction in return.
Show an interest in what your customer is interested in. If I find some aspect of their project particularly exciting or interesting, I try to show that excitement. At the very least, you'll give the customer some encouragement--something most of us could use.
Treat each as an individual. A customer can tell whether you are truly interested in helping them. Try asking them about themselves. Show your customers you wish to know them on a personal level as well as a professional one.
Make sure that you listen. No matter how smart, right, or good you are, sometimes it's best to just be quiet. If you talk too much you may come across as overconfident and possibly arrogant. Many customers cannot stand someone who doesn't listen to their questions or concerns. If you put the customer before yourself, you're sure to have a better chance of making that sale!
© 2002 DrNunley.com.
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