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Every Customer Wants These 5 Gifts

Selling is not about taking money from the customer. It's about the giving of yourself.
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Customers want solutions to their problems, right? Well, yes, but that's what they want from what you're selling. What do they want from you, personally?

According to Bob Burg, author of Adversaries into Allies: Win People Over Without Manipulation or Coercion, your customers want the following five gifts:

1. Excellence

Customers want you to give them your best at whatever you do. Note: They want "your best," not "the best." What is "the best" always depends upon your viewpoint. "Your best" is measuring your performance against what you're capable of accomplishing.

2. Consistency

Doing business today means coping with hectic change. In the midst of so much uncertainty, your gift of consistency doesn't just give your customer one less thing to think about; it makes you a haven in the midst of the craziness.

3. Attention

Attention is more than just answering the phone. It's attention to details, it's attention to future needs, it's attention to where you can help the most. Your attention tells customers that they are truly important in your life. There's no greater compliment.

4. Empathy

Empathy means seeing the world from someone else's perspective--understanding how he or she thinks and feels about the experience he or she is having. Giving empathy is opening yourself to deeper, stronger relationships. Empathy is the root of all friendship.

5. Appreciation

When you truly appreciate your customers, you put them first. You look for new ways to serve rather than new ways to sell. Remember: Your customers are the only reason you're in business. It's always about them; it's never about you.

More about attitude and gratitude

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IMAGE: Alamy
Last updated: Jun 18, 2014

GEOFFREY JAMES

Geoffrey James, a contributing editor for Inc.com, 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 more than 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 You Need to Know. If you enjoyed this post, sign up for the free weekly Sales Source newsletter.




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