Keeping it Real With Customers #salestips #customersuccess

10 Mar 2024 · 1 min

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Jermaine Edwards says sales professionals should state facts directly with customers, even uncomfortable ones. Avoiding hard truths lets customers fill the gap with their own stories. Being honest about what's actually happening builds trust and keeps both sides aligned.

Chapters

The third conversation that needs to take place is a reality-based conversation. Now, what we don't want to do with our customer relationships is ignore things that happen because we're afraid to approach them or afraid to deal with them. We need to have reality conversations that say, "Hey, we're in a period right now where it sucks. It's not good," or "It is good," whatever those things are, state the reality. You'll kick out the elephant in the room and ensure that you're having honest conversations so that your customer isn't playing scenarios in their mind about what you are doing or not doing about a particular circumstance. Completely eliminate the story and narrative in your customer's mind and provide a certain narrative that is about you talking about the reality of what's happening. Really important. That's number 3.