Brad Bayless’ Authors Article for ColoradoBiz Magazine
August 6, 2014
Winning the sale…and growing your customer base
I’ve been in sales for most of my career – which is to say more than 25 years. I’ve learned the ups and downs of the game through trial and error and from several mentors over the years who’ve helped steer me in the right direction. As a veteran of the finance industry and a former small business owner, I’ve learned a few keys to success for creating lasting relationships with customers. The following are a few highlights for winning the sale and growing your customer base in the process.
Focus on the customer, not yourself. Ask open-ended questions to learn as much as you can about the customer’s business and their current situation. This will help you determine whether the client truly needs and will benefit from your offering.
Solve a Challenge
Provide a solution to a challenge or problem the client is experiencing. What pain can you help solve? Can you help them free up cash? Acquire the technology or equipment they need to operate or expand? Bundle multiple lease items? If you can offer an optimal solution you will prove your value and help set the course for a long-term partnership. Read more and comment.