Thursday, December 4, 2014

How To Think Like Your Customers

Thinking like a customer should be at the forefront of any business. A recent article from InsightSquared explains this concept and how to accomplish this - stating that sales representatives need to focus less on the idea of selling and more on what the consumer is thinking. By knowing what your customers like, dislike and value in a product or service, you can essentially better serve your customers.

Take a look at the following recommendations from, "Why Sellers Need to Think More Like Buyers:"

1. Start with your sales process. According to the article, every step of your sales process should reflect the consumer's mindset. Try to approach the process from the customer's perspective rather than your own, taking into consideration the following process:

  • Initial Interest 
  • Education 
  • Transfer of Ownership 
  • Rationalize
  • Decide

2. Follow up with the idea that customers don't want to be sold to - rather, they want their problems solved. Keep in mind the following:

  • Hard-sell tactics will likely deter consumers from engaging with your brand or company. 
  • Encourage sales representatives to ask themselves, "If I were facing this pain point, what types of solutions would I want to hear about?" 

Take a look at the article from InsightSquared to learn more about these tactics and how they can benefit your business. 

by Samantha Warner
Marketing Extraordinaire