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RAB Research Archive

Thinking like a customer



Outstanding sales results depend on the ability to think from the customer's point of view. This means understanding and responding to the customer's agenda and best interests.

Top salespeople are willing to adapt to a customer's change of agenda almost twice as often as average salespeople.

They recognize that thinking like a salesperson places the focus on what they want to sell, while thinking like a customer means getting in tune with what the customer needs and aligning the product or service to fit the customer's requirements.

Thinking like a salesperson may make the sale, but thinking like a customer creates a relationship.

Source: Sales author Stephan Schiffman





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