Differentiating Behaviors

How are you different?  What can you do to set yourself apart? 

• Introduce yourself
• Stand, shake hands and make eye contact
• Personalize by addressing your customer by name
• Be an expert in your business
• Make frequent contact with your customer
• Write thank you notes
• Write personal notes (remember something special)
• Fast recognition
• Have a positive attitude about yourself, your position, and your company
• Learn to listen:  Ask more and tell less - listening is the best way to get your point across 
• Use complaints as golden opportunities for improvement
• Learn to express yourself optimistically
• Keep every promise
• Commit to check in and follow up often.  Then do it!
• Go the extra mile - deliver more than you promise 
• Use humor and smile often
• Consider incorporating some random acts of kindness into the relationship
• Become a trusted advisor

How many of these traits differentiate you in the eyes of YOUR customer?  Which ones do you need to work on the most?  Which ones already come easily to you?

Consider the following:  If you can find out what your customer wants in his terms and then find a way to give it to him, you will succeed where others fail.  This is the secret to all effective sales efforts.  Sales is less about selling what you have to your client, but all about encouraging your client to buy what he wants from you.  Remember, you want to create the pull and avoid the push.  

Posted via email from Dr. JM Perry: Leveraging Human Performance