If You Want More Sales, Think Like Your Customers Think

A salesman holds a powerful hand when they understand how their customers think.

Having said this, I wanted to share what I found to be a very important line at the beginning of the movie The Godfather II.

Just after Michael Corleone. The Godfather (played by Al Pacino) gets shot at, he sits down his brother Tom Hagan and talks about an important lesson from his father.

"One thing I learned from my father is to try to think as the people around you think…and on that basis, anything is possible."

If marketers only lived by just this one lesson.

• Do you truly understand the pain points of your customers?
• Do you understand what kind of information they need to solve those pain points?
• Are you hanging out where you customers are hanging out online, so that you are in a position to help?

These things are not easy, but when executed correctly, all things are possible.

while every company is unique, a number of themes are common across organizations, industries, and cultures. The bottom line is that to help customers accelerate their success, salespeople have to understand the challenges the companies face.

As a sales professional, it's easy to think about selling your customer something. But more importantly, you need to look at sales from the customer's point of view.

It's not about selling. It's about helping your customers buy.

And to do that, you have to understand why they buy and how they buy.

Most salespeople have been trained to think about their work in terms of a sales cycle: First, you identify and qualify prospects. Next, contact is made through meetings. Presentations and proposals are made. Problems and concerns are handled and negotiations are underway (love that part). Deals are closed.

Try to think instead about the customer's point of view. Their point of view is a buying cycle, not a selling cycle. To customers,, the concept of a sales cycle is totally unimportant to them. Here's how customers see it. Customers recognize needs, evaluate options, resolve concerns, make decisions, implement the purchase, and evaluate impacts. By switching the thought process from your selling cycle, to the customer's buying cycle, a salesperson can better synched with what the needs of their customers really are.

It's a fresh new year with a world of selling opportunities for you to go after. Do so with a positive attitude, make sure you do your homework with every client, and continue to stay up-to-date. Stagnancy and complacency is never an option. Now go get those sales….and if you need some advice on a specific sales topic, just ask.

I have had an incredible year, how about you?

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