Customers Love Great Salespeople.

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Customers Love Great Salespeople.

Encourager-In-Chief: August 26th, 2020

Have you hugged yours lately?

When I first moved to Pennsylvania in 1990, I had just gotten married and I didn’t have a job. I was offered a position as a headhunter for the printing industry. Even though I had never done any of that type of work in my life, I’d eagerly jumped at the opportunity after being unemployed for five months.

Truth be told, I really didn’t know what I was doing. I had no formal sales training and I didn’t know anything about the printing industry. However, one thing I learned after working for several months with some clients whom I’d spoken to over the phone was that when I visited these companies in person, the receptionist would give me a hug. That really surprised me at first but then I realized what was happening. I had developed a personal friendship with my customers. In fact, I loved my customers.

Think about it: I had been unemployed for five months right after getting married and these people were kind enough to allow me the privilege of serving them. They provided me with a livelihood so my wife and I could afford to get a mortgage. How could you not love these people? So, my question is, when was the last time one of your customers hugged you? I hope you say, “This morning.”

While it’s true that customers don’t love all salespeople, it is true that they love people whom they can tell seriously care about them more than they care about themselves. How do you do this? You put your customers’ needs ahead of your own.

My wife and I were deciding to have some people over for a New Year’s Eve party one year. She asked me who I wanted to invite. I gave her my list and she said, “Why are you only inviting your customers?” I said, “Because I love my customers. I enjoy their company and we have a lot in common.” In fact, I would say a good way to tell if you love your customers is, would you want to have them in your home? I’m challenging you to see if you are delivering service that makes your customers want to hug you. If so, it means they can tell how much you care about them.

Nobody knows how much you know until they know how much you care.
- Teddy Roosevelt

This excerpt is taken from my five-part series, the Sales Academy.I encourage you to register for my fall Sales Academy which covers this topic in much greater detail or view the online video program at Dave Romeo Online University.

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