Business Management White Papers
View the World From Your Customer's Shoes
Overview Customers act in their own interests, not others. One must first view the world from the customer's perspective before presenting the solution as the bridge that enables them to achieve their goals. This not only applies to prospects but also applies to existing customers when one is trying to "Up-sell" or cross-sell new products and services to them. Every sales professional professes to be customer focused, but the majority are really seller focused. Although one might see the similarities between different customers' needs, customers tend to view themselves as unique. Customers often say this about the winning sales team: "They seemed to have the best understanding of the business and its needs."
| Publisher | Microsoft Tips | File Format | HTML |
|---|---|---|---|
| Date Published | December 2007 | ||
| Format | White Papers | ||
| Topics | |||
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