Thinking about what the customer really wants. And delivering!

"You have opportunities to think every day. The big questions are: How do you do it? And, once you’ve arrived at your thought, or your idea, or your response, how do you deliver it? Or better stated, who is the message in terms of?

Everyone will tell you to “think things all the way through.” But no one is able to teach that methodology effectively, UNLESS they think: OUTCOME. And UNLESS they think: CUSTOMER.

That’s the secret. DON’T “think it through.” Think it through to the desired outcome that the customer wants.

Customers call with what you perceive is a simple problem. Not me. I have found that what most people consider a problem – I look at as a symptom."

CustomerCentric Product Training

"Companies spend vast amounts of time, effort and money to provide their salespeople product training. It isn't unusual for organizations to have product training budgets ten to twenty times their sales training budgets. As the name implies, product training tends to be product-centric vs. customer centric. Unfortunately, making that transition in most organizations is left up to individual salespeople.

If I were a buyer, one of my biggest fears would be the potential of being the first prospect a new salesperson called on after completing typical vendor centric product training. Unless the seller possessed a great deal of intuitive sales ability, isn't it likely that initial 'sales' call would be painful? It points out that conventional product training doesn't prepare salespeople to make calls on prospects and customers. Some organizations or managers even suggest sellers start calling on unqualified companies to 'cut their teeth' before calling on viable prospects."

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