Kosmetik » Customer care tactics are endless.

Buyers buy from people they like.


The only possible exception occurs when buyers have no choice but to do business with a particular salesperson or a particular company. Perhaps the company manufacturers or sells a proprietary product or service. Perhaps the buyer's preferred vendor is out of stock and the buyer has to go elsewhere to service his or her customer. There are probably several other reasons I could think of Cheap Aaron Rodgers Jersey , but these are rare exceptions, not the rule.


As I said above, people by and large do business with people they like. I would even go so far as to say that people go out of their way NOT to do business with people that they DON?T like.


Some call this system the ?good old boy? system and say that it's not fair. I disagree. I believe that it is everyone's right to do business with whomever they choose. If how much buyers like a particular salesperson is the criteria they choose -- well, it's their money and they can spend it wherever and with whomever they wish.


As the salesperson, it's your job to make prospects like you better than they like the salesperson they currently do business with. If prospects like your competitor better than they like you David Bakhtiari Jersey , whose fault is it? I believe it's your fault! If 99.9% of buyers do business with people they like, then your skill level at getting your prospects to like you better than they like your competitor is certainly as important if not more important than all of the other skills a top producing salesperson must possess.


Techniques to Get Prospect to Like You


1. Put the prospect's interests above your interests. Never be so desperate for an order that you will make a sale when it would be in the customer's best interest to purchase another product from another salesperson. When a meeting planner calls me to discuss speaking at, say, the company's managers conference, I always quiz the meeting planner to make sure that I am the best speaker for the job. If I'm not ? if I know of a speaker that would provide more value than I can provide ? I do my best to guide the meeting planner in the direction of the more appropriate speaker. When prospects see you putting their interests ahead of your own Darnell Savage Jr. Jersey , you all of a sudden become better liked and better respected.


2. Remember the Platinum Rule. No, I'm not confusing my precious metals. The Golden Rule says, ?Do unto others as you would have them do unto you.? The Platinum Rule? says, ?Do unto others as THEY would have you do unto THEM.?


There's a big difference between these two rules. One focuses on you and what you like, while the other focuses on your prospects and that THEY like. Another way of putting it might be to say:


?Treat your prospects like they like to be treated.?


?Talk to your prospects about the kinds of topics that they like to talk about.?


3. Dedicate time to researching your prospects.


Learn a lot about your prospects likes and dislikes Cheap Dexter Williams Jersey , pet peeves, interests, hobbies, hot buttons, etc. The more you know about a person Cheap Jace Sternberger Jersey , the better position you're in to apply the Platinum Rule, earn their respect and make them look forward to your visits.


A few years ago, my daughter was sales manager for Nextel in Charlotte. One day she called me from the Lowe's Motor Speedway. ?What are you doing at a race,? I asked her in amazement that she would be spending her Saturday at race track.


?As you know, dad Cheap Elgton Jenkins Jersey , most of my customers here are home builders and every time we're together, all they seem to talk about is NASCAR racing. If I'm going to have a chance of beating out my competitors in this market, I'm going to have to be able to participate in conversations that include NASCAR. That's why I'm here.


Personally, I love Atlanta Braves baseball, but when I work in Philadelphia or New York Cheap Darnell Savage Jr. Jersey , I don't find a groundswell of interest in the Atlanta Braves. In fact, the baseball fans in the northeast seem to be pretty tired of the Braves winning the Eastern Division year after year. So when I am talking to prospects in those markets, it behooves me to learn a little bit about the Philadelphia Phillies, the New York Mets and Yankees.


4. Smile a lot. Never complain.


Almost everyone likes a person who is happy and easy to be around. Almost no one enjoys being around a person who is always having a bad day or who is a persistent complainer. When a customer or prospect asks you how you're doing, get in the habit of answering Cheap Rashan Gary Jersey , ?Terrific.?


5. Look for something that is worthy of a compliment and point it out to the prospect.


The rule is that the compliment must be sincere. The prospect will see through an insincere compliment in a heartbeat. Study the prospect's business well enough to find something that this company is doing better than similar companies you know about. First of all, when you identify something specific a prospect is doing that is worthy of a compliment, you will come across as an astute observer. Second, you will make the prospect feel ten feet tall.


6. Employ Customer Care tactics.


If your conversation with a prospect uncovers that the decision maker is a big Pittsburgh Steeler fan, go to the Web site and peruse the books that have been written about the Steelers. Find one you can afford ? not too expensive and not too cheap ? and give a copy to the prospect on your next call. Say something like Green Bay Packers Jerseys For Sale , ?I ran across this book and thought about you. I sure hope you enjoy it.? Be sure to jot a short note in the front of the book so the prospect will remember who gave it to him.


Customer care tactics are endless. The better you get to know each prospect, the more effective you'll be at identifying small gifts, magazines, articles, etc. Packers Jerseys For Sale , that the prospect will appreciate. (As you practice #3 above, you'll find more opportunities to use Customer Care tactics.)