Those in sales learn, sooner or later, that their viewpoint is not necessarily the same as that of their customer. However, differences of opinion can be used to your advantage to ensure that there is nothing standing in the way of making a sale.
You should therefore try to understand your customers’ train of thought. Which aspects are important to them? Show a genuine interest and let them explain their point of view – and thus earn sympathy points. Show that you can understand and respect their feelings.
Then your customers will feel that they are being taken seriously. And they will be happy to arrange a follow-up meeting with you.
The following tips could be helpful to you:
- Respect your customer’s point of view, even if you do not share it
- Remain objective and friendly when the customer explains their standpoint
- Show an interest, for example by taking note of your customer’s arguments
- Refer to your customers’ viewpoint again in the follow-up meeting
- Thank them for the meeting, even if no sale was made.
In this way, you will ensure that you stay in contact with the customers as a relationship manager – and that they will remember you in the best possible way.