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.
Source: Sales author Stephan Schiffman
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.