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MoBerries Sales Notes: Lesson #2 – Know your customer

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Before communicating with your customer directly, you should take some time to understand who your customer actually is. This varies depending on the type of product you are selling, the environment, and a host of other factors, but the basic knowledge is still the same.

For instance, if you are a car salesman, you need to understand that customers come because they are interested in purchasing a vehicle. This may seem obvious but it is a fact that is often overlooked by salespeople. Likewise, if you are a real estate agent, people hire you to help them sell a house or purchase a house. Becoming a sales professional means understanding the simple needs of your customer before you ever interact with them. There are many more complex components of the sales process as well, but it all starts with an understanding of the customer’s basic needs.

It’s not necessarily about getting a large commission check (although that is a perk), but more so about guiding customers along a path to find a solution. Think of yourself as a tour guide — an expert in your field — that has been assigned to aid customers as they travel through the jungle otherwise known as the sales process.

Although this concept may seem rather abstract, it is mastery of this simple concept that truly separates salespeople from sales professionals. Fortunately, it isn’t a difficult concept to master. Just remember that you are working with the customer, not conspiring against them.

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