The best way to assess your effectiveness in handling customers is by asking yourself this critical question: "If I were the customer, would I purchase from myself?" If there is any response other than a resounding "yes," then you will want to follow up with these honest, hard-hitting questions. Explore the motivations behind your actions—do they contribute positively or adversely? You can pinpoint ineffective business practices affecting both you and your customers through sincere and meticulous analysis.
Is your image one of honesty, straightforwardness, and sincerity?
Based on your experience with customers over the past year and from the buyer's point of view, would you be classified as reliable?
Have your customers obtained unique benefits from you that they would not have gotten from others?
Do you think you come across as an expert in the eyes of your customers?
Have you been effective in helping to solve problems?
Wherever possible, would you say you handled customer complaints to the buyer's satisfaction?
Is "integrity" one of the most important words in your vocabulary?
Do customers believe that you have their personal welfare and well-being at heart?
Can you honestly say that most customers think of you as a friend and a business associate?
Do customers consider you a reliable source of product and industry information?
Have customers profited from doing business with you?
Would most of your customers continue to give you their business if a competitor approached them with a price that is a little lower?
When emailing and texting customers, do you provide content, reviews, walkaround videos, etc., or send the same information repeatedly and eventually ask if the customer is still in the market?
Allocating time for a "check-up from the neck up," as one of my former GMs used to say, proves beneficial in upholding effective processes. Our identity and values are genuinely reflected solely through the actions we take.
Successful selling demands a focus on humanization and connectivity in the current market by addressing customers' specific needs and desires. Customers seek active participation in the sales process to ensure they can make well-informed decisions. Making sure we would buy from ourselves not only puts us on a more successful path to the sale but also prevents us from being our own toughest customer. After all, negotiating with yourself and haggling over the imaginary discount is a bit awkward!
-Jonathan Schriber
Internet/Inventory Specialist
jonathans@lotpop.com
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