An Idea A Day

CUSTOMERS PUT VALUE ON INFORMATION ABOUT THE CUSTOMER Patrick Forsyth

THE IMPORTANCE OF asking questions and listening to the answers has already been stressed. So too has the need to tailor, and be seen to be tailoring, the case you make to an individual customer. One simple mechanism helps you do this, and makes a positive impression on the customer too.

The idea

Catching the details …

To be fair many salespeople do this, but if they do not, it can send all the wrong signals. Remember first that people’s sense of individuality is strong. We all think of ourselves as being unlike other people. And we want others to understand and take these ...