I have noticed something over the last few years and have recently been observing this more recently. As everything in life changes; so does the behavior of our "customers". When I used to sell used cars and other things 15 and 20 years ago, people ... i.e.; customers behaved a certain way. Now a days their behavior is different. My question is for you to make a conscious effort to observe how "your" customers behave in your market place today.
Once you do that - you will have a higher potential to sell them something. Sales is a dance - between the customer and you, using that analogy, it becomes clear that one needs to be in sync with your partner if you want to dance and stay in step. So again, I ask you ... how have your customers changed?
The basic trend is that customers have become more sophisticated and are more involved in getting a better deal because they can. The internet allows them to shop around on their terms, in the comfort of their own home or Starbucks ... which might be easier for some and do valuable research about the product or service they are considering buying.
Now that you know this to be true .... how do you design your sales process? How do you design a powerful offer that is "valuable" to your customer? How do you present yourself in ways that your customer is searching for you?
Just as you controlled your body language and tried to read your customer's body language .... are you controlling your Digital Body Language - Check out this nerdy but very powerful blog on the subject.
I rest my case ... your customer has changed ... have you?
Paul,
Thanks for the kind words on Digital Body Language - glad you enjoyed the blog. Love your description of it - not quite how I describe it, but I take that as a compliment :)
All the best,
Steve
Posted by: Steven Woods | June 18, 2009 at 11:20 AM
Steve,
Sorry for the delay in not getting back to you - just missed it. Anyway - You are most welcome.
In peace and all the best,
Paul
Posted by: Paul D'Souza | July 11, 2009 at 01:44 AM