As the year winds down and you\u2019re examining those sales figures, trying to decide how to best get over the hump and build some new business to reach your goals, one thing should come to mind: treat your potential customers like you would want to be treated. In other words, gone are the days of the hard-sell, and here are the days of thinking like your customer would think to solve their challenges.<\/p>\n
John Jeffrey, BioZyme\u00ae <\/span>Area Sales Manager (ASM) for Oklahoma and Eastern Kansas, said there are three points to consider when talking to potential customers and trying to develop new accounts. Thinking like a customer is key so you know what his or her challenges are and how the products can help, but first, you must build a relationship with the potential customer.<\/p>\n Perhaps statesman Abraham Lincoln would have been a great sales trainer back in his day. He once said, \u201cWhen I get ready to talk to people, I spend two thirds of the time thinking what they want to hear and one third thinking about what I want to say.\u201d<\/p>\n Potential customers are just like you. They value their time, want to have a relationship built on trust and understanding, and appreciate the follow-up that isn\u2019t too bothersome. Put yourself in their shoes to start developing business.<\/p>\n Perhaps statesman Abraham Lincoln would have been a great sales trainer back in his day. He once said, \u201cWhen I get ready to talk to people, I spend two thirds of the time thinking what they want to hear and one third thinking about what I want to say.\u201d<\/p>\n Potential customers are just like you. They value their time, want to have a relationship built on trust and understanding, and appreciate the follow-up that isn\u2019t too bothersome. Put yourself in their shoes to start developing business.<\/p>\n","protected":false},"excerpt":{"rendered":"\n
\n\u201cYou won\u2019t get anywhere if you just start providing them with a lot of information. First, you\u2019ve got to make them realize they have a challenge and that they need something to fix that challenge,\u201d Jeffrey said.<\/li>\n
\nHe said he likes to follow up with potential customers, and though he doesn\u2019t have a set schedule, he does like to be persistent and available to answer further questions, especially in today\u2019s competitive mineral market. Once again, he puts himself in his customers\u2019 shoes, and thinks about how often he\u2019d want the follow up or how he\u2019d want his questions answered and makes sure he is available to answer questions.<\/li>\n<\/ol>\n