Saturday, September 12, 2009

Seller Tips: Arousing an Eager Desire

In my business communications class, we are reading How to win Friends and Influence People by Dale Carnegie. I was weary when I first heard the title...yikes, winning friends? Apparently this book is the world's best seller behind the Bible of course. As I was reading the assigned chapters, I was struck by what Carnegie was saying and amazed that it can apply to all facets of life...including business.

Chapter 3 can apply to those who have a business. Henry Ford, one of the greatest, most successful business men the world has ever known, said this:

"If there is any one secret of success, it lies in the ability to get the other person's point of view and see things from that person's angle as well as from your own."

So many times we as humans focus on our wants and what would make us happy. In our shops, of course we want to have sales everyday. But how often do we take a step back and think about the customers we are serving? What would they want to see in the shop? What product would blow their mind away? Customers know you want sales. Customers want the seller to focus on them and fulfill their desires. They ask, "What's in it for me?"

"Customers like to feel that they are buying--not being sold."

Think always in terms of the customer's point of view , and make the customer desire your product in a way that does not manipulate them.

"The world is full of people who are grabbing and self-seeking. So the rare individual who unselfishly tries to serve other has an enormous advantage. He has little competition."

As the time comes to start preparing for the busy Christmas buying season, I am guilty of seeing dollar signs. Let's make an effort to see things from our customers point of view, and at the same time try to arouse their desires for our great products--not try to only fulfill our desires!

(Quotes in green are from Dale Carnegie's How to Win Friends and Influence People)

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