Donít be a hammer looking for a nail

by Dick Jones

August 11, 2014

Do you try to sell your customers products or services they donít need? When you meet with clients, are you talking all the time about your company and how great it is? If a product or service isnít a good fit for the situation, do you try to sell it anyway? When you meet with your customers, donít be a hammer looking for a nail.

Sales success requires that you match up your products or services with what your customerís needs are. It doesnít mean that because you have a lot of products or services that they are for everyone. Presenting a solution to a client before you even know what their challenges are is a recipe for disaster, and probably the last time youíll meet with the client.

Conversely, taking the time to build a relationship with a new customer, learn about their business and understand their challenges is a much better way to build trust and credibility. Armed with a thorough understanding of the ďcustomer situation,Ē you will be far more effective in demonstrating how your product or service will help them.

Additionally, and donít get me wrong, the best sales professionals donít sell. The best sales professionals solve problems for their customers.

So, the next time you show up at a new customer, listen before you talk and donít ever be a hammer looking for a nail!