How to present the customer’s point of view

25.* Salespeople must constantly be reminded that the customer’s point of view is different. Here’s how your speaker can show that difference in viewpoint. He distributes thin pieces of paper (Onion skin, 81/2″ by 11″, is ideal) and tells the audience:

“Fold a sheet in half and tear a little out of the center. Now fold again and tear a small section out of the side. Fold once more, tear a bit of the left corner. Now open your sheets and compare them.”

No two will be alike. Some will be far different from others. “You started with the same type of paper. Each sheet was the same size. Everyone was given the same instructions, too. Yet the results are quite different. That’s because the instructions meant different things to different people. No viewpoints are ever the same. And so it is with a customer. His viewpoint is different from yours.”

26.* Your speaker might better illustrate the point by stepping out of his shoes while speaking. He ties the laces together and puts the shoes around his neck. “I’m not wearing my shoes now. A good salesman never does. He steps into his customer’s shoes. He sees things from his customer’s viewpoint.”

Keywords: Sales, Marketing, Business, Sales Training

Tags: sales meeting

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