Sales Corner “Know Your Customer”

“If you make a sale, you can make a living. If you make an investment of time and good service in a customer, you can make a fortune.” Jim Rohn, Author and Motivational Speaker
Great service is about knowing the wants and needs of your customers.  Do you know your customers well enough?  Here are three tips to get to know your customer better.

1. Observe– Even before you meet a potential customer you can observe the type of facility they have. The size and type of business can give you many clues as to what your customer’s needs are. This is a effective way to make great first impressions on prospective customers and to give your current customers the best possible service.
2. Ask– Ask question about your customer’s business as it relates to their lighting needs. What are their biggest problems? What do products do they use the most? Are they having lighting problems common to their industry? Ask questions that make your customer think.
3. Listen– Listening to your customer can give you a lot of clues as to what areas of lighting may be causing them trouble.  Slow down the conversation and don’t interrupt. Rather listen to what they are saying and paraphrase it back to them.  This not only gives good customer service, it creates a good relationship with your customers.

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