People Need People

摘要

What would you do if the first words from a prospective customer were, "Hi, I'm in a rush, so let's cut to the chase-and the bottom line."rnWhen this happened to a salesman I know, he dropped his well-honed list of questions that established a personal connection and went right into the sales spiel. He extolled the wonders of his offerings, the history of his company, and the price of his products.rnHis reward? A terse "Thanks, but no thanks."rnThe lesson is clear. Even in these hustle-bustle times, when you're in front of a customer, it can be fatal to ignore the personal connection aspect of selling. At its most basic, connecting with a customer doesn't need more than a thoughtful question or two.