The BLUinc Online Community
A place to share war stories and ask fellow
BLU Graduates for input.
NetForum - Message Replies
Forum: Idea Exchange
Topic: Customer Needs And Requirements
Topic Posted by: Ron Pease (rpeas@aol.com )Organization:
Date Posted: Mon Feb 28 18:20:54 EST 2000
Topic Description: Lists of the general needs and requirements of customers and suggestions on how to go about discovering them.
Original Message:
Posted by: Ron Pease
(rpeas@aol.com
)
Date posted: Mon Feb 28 21:52:17 EST 2000
Subject: Customer Needs And Requirements
Message:
Does anyone have a list of customer's needs and requirements?
Previous reply
Reply:
Subject: Customer Needs Suggestions
Reply Posted by: Steve Hiatt
(SteveJr@Hiattpontiacgmc.com
)Hiatt Pontiac GMC
Date Posted: Tue Feb 27 23:49:28 2001
Message:
All of the suggestions on these replys make very sound good sense. I believe that what Michael has to say about the customer really wants to be understood and valued is vital.
The problem is that many sales people don't really like or care about their customers. They are only focused on the commission, the quick and the easy. When one takes a genuine interest in their customers, rapport builds so much faster and is so much truer, it is a whole different level. So rule one for me at least is: BE SINCERE AND HAVE A GENUINE INTEREST!
The second problem is that even when a sales person really has that interest, they are so busy trying to form the next question that they are going to ask that they don't LISTEN to the customers response or, and this is a biggie, watch their customers BODY LANGAUGE! Study after study has shown that 55% of all communication is body langauge and that another 38% is tone/tempo and inflection. Pay attention. In order to due that you must have the questions you are going to ask mastered. So rule two is: Know your questions so you can pay attention to the actual answers. If this doesn't make sense to you, then try this expirement: The next time your spouse says nothing is wrong, watch the way he or she says it, then decide if it's in your best interest to beleive it, or clarify a little.
Rule Three: Practice, Practice and Practice some more. Everywhere you go there is an opportunity to get to know someone. Practice everywhere, the office, parties, at your kids school, and you will soon find that a genuine interest it them, generates REAL information coming back to you.
Try the Tom Hopkin's Acronym: NEADS, yes it is spelled funny.
N. What do you have NOW?
E. What do you Enjoy about it?
A. What would you Alter about what you currently own?
D. If we are fortunate enough to find the right vehicle who else is invovled in the DECISON making process.
S. $olution! The Sale, suggest what fits!
Good luck anyone, feel free to email me. Steve
Next reply
Bottom Line Underwriters, Inc.
Toll Free: 1-888-My Success
Fax: (503) 638-0602
P.O. Box 1218
Lake Oswego, OR 97035
E-mail: editor@bluinc.com
Copyright © 1998 by Bottom Line Underwriters, Inc.
