SALES

7 Ways to Make Customers Love You

Follow these simple rules and you'll have customers buying from you again and again and again.
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The greatest compliment anyone can receive in the business world is "I just love working with you."  That's especially true when that compliment comes from customers, because it means that you'll be getting their business time and time again.

Here are the seven rules for getting customers to love working with you, based upon conversations with Jeffrey Gitomer, author of the The Sales Bible and Dr. Earl Taylor, master trainer at Dale Carnegie:

1. Make building the relationship more important than making the sale.

2. Create opportunities for the customer to buy, rather than opportunities for you to sell.

3. Have meaningful conversations and never give a sales pitch.

4. Be curious about the customer as a person and let the friendship evolve from that.

5. Don't try to be a hero who swoops in to solve the customer's problem.

6. Believe in your heart that you and your firm are the best at what you do.

7. Deliver exactly what you promised to deliver, no matter what.

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Last updated: Sep 26, 2012

GEOFFREY JAMES | Columnist

Geoffrey James is an author, speaker, and award-winning blogger. Originally a system architect, brand manager, and industry analyst inside two Fortune 100 companies, he's interviewed over a thousand successful executives, managers, entrepreneurs, and gurus to discover how business really works. His most recent book is "Business Without the Bullsh*t: 49 Secrets and Shortcuts that You Need to Know."

The opinions expressed here by Inc.com columnists are their own, not those of Inc.com.



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