July 7th, 2009 @ 5:30 am
Customers aren’t perfect, so they make mistakes. Part of your job as a sales pro is to ensure that they don’t make a mistake when buying.
Here are the top 10 mistakes that customers make, along with why they make them, how it impacts your relationship with them, and (most importantly) what you can do to prevent them from happening.
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Lucio Dias Ribeiro
Geoffrey I love your texts!
Even thought this article is written under the perspective of product sales, I can see a large relevance for services.
Would be great to get an article as"Top 10 Lies Customers Tell Sales Reps" and "Top 10 Dumb Mistakes Customers Make" articulated to the services industry.
Regards
Lucio Ribeiro
http://www.theonlinecircle.com
rexzietsman
One of the best things that can happen to a customer is to buy
an inferior offering. Every now and then, customers have to
learn a lesson in stupidity. The trick is not to bail them out of
their problem by trying to fix the inferior product. If you do, do
it on your terms. Sometimes these defective products can be
fixed; mostly the best way is to start again.
PlasticPrinters
I believe we have all crossed some of these paths before and have the chance to learn from them. If you haven't learned then the act will keep happening over and over in slightly different ways. Object is to keep your head held high and grow. Especially when its profit at stake.
Geoffrey James
Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and (of course) BNET. He is the author of seven books, including Business Wisdom of the Electronic Elite (translated into seven languages and selected by four book clubs), and The Tao of Programming (widely quoted on the Web as a "canonical book of... more »
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