Category Archives: Thinking Like the Customer
Ensure Success in Selling Before You Leave Home
Customers today are more sophisticated than ever. In fact, due to the internet and the ease of accessing information, customers can be as informed as the salesperson about the product they want to buy. So what can salespeople do to make their interaction with a customer meaningful? Continue reading
Why Selling is a Thinking Person’s Game
Selling is a thinking person’s game. If you want to sell a product to someone, you need to connect with them and make them think. I don’t know how you can do this unless you are a thinking person. And … Continue reading
Is Honesty the Best Policy?
We are all familiar with the saying “honesty is the best policy”. But is this the best approach to take in selling? I would argue that it is. In fact, I would go so far to say that it is … Continue reading
Jerry’s Laws of the Universe #3: Seek First to Understand
Oftentimes in selling we concentrate so much on what we want to say about our product and how we want to say it that we forget one of the important rules of Jerry’s Laws of the Universe—first seek to understand. … Continue reading
The Danger of Not Thinking Like Your Customer
Pepsi designed what they thought was a great ad campaign for the Middle East but something got lost in the translation. Trying to appeal to this male dominated society and knowing the importance of visuals, they created a series of … Continue reading
Why it matters if your Customer sees the Trees or the Forest
Some people see the trees and some see the forest. When standing side by side and looking in the same direction, those that see the trees probably assume that their friends standing next to them also see those same trees. … Continue reading
He Never Made Me Think
“He never made me think.” That comment certainly surprised me. I was just concluding a sales call with my rep when the doctor said, “You have a great representative here, but you know something? He never made me think.” It … Continue reading
Making it Work
The true value of any philosophy/tenet is proven when its concepts can be effectively applied outside their area of original intent. One of my colleagues, Joan, shared her story of how the Thinking Like a Customer mindset/philosophy and other Delta … Continue reading
Twisting the Facts for Good
Mark Twain is contributed with saying “Figures don’t lie, but liars figure.” This tends to give a negative interpretation of how someone can manipulate data to prove a point. I would offer a different hypothesis about presenting data—to state the … Continue reading
I Probably Shouldn’t Say this But…
“I probably shouldn’t say this but…” That statement got your attention didn’t it? This is the right way to begin your sales call—to say something that will make your prospect/customer stop and listen. The reality is that in today’s environment … Continue reading
