It's not always easy getting into consumers' heads, especially with the rapidly changing expectations and desires of today's market. Sales training programs emphasize strong client communication so that expectations are discussed and met, but when it comes time to contact new leads and provide quality service, professionals can benefit from a little insight into customers' thought processes.
Sales professionals should take into account what customers are secretly looking for in a company. Inc. magazine says that tailoring services to client needs requires looking beyond customer data or purchasing trends and establishing an interactive and communicative relationship with clients. Doing so will break down barriers to sales approaches and lead to understanding these four underlying desires:
- Individual Attention. Sales professionals deal with a handful of clients; however, their service needs to convey that their immediate client is the only one on their mind. This involves coming prepared and expressing appreciation for clients' business.
- Accountability. Inc. says that buyers hate finalizing a sale and then never hearing from the company again. Be available for inquiries, calls or meetings that may arise, and give them personal service, not a customer service rep.
- Consistent Quality. Sales representatives are suppliers, and they need to solve problems with the product or service they provide. The investment a client has in the company should pay off with high-quality and trustworthy goods. A reputation for better products or services will keep customers coming back as well as put out a good word for potential buyers.
- Simplify. Inc. says the easiest path is best for customers who want information laid out right in front of them. Providing proper support and making the process smooth can ensure future business, because it will tell others that the company is reliable and a pleasure to work with.