“Look at it from their perspective.” 

Talk About That Matter To Your Customer

So how do you get a customer to value you and your company regardless of what you are selling. Here are some techniques.

• Put The Customer’s Wants, Needs and Perceptions Ahead of Your Own. In this day and age, you would think that every sales and marketing professional would understand how important it is to suspend their ego and make the customer the priority. In practice, very few people do this, but it’s one of the most important things we can do to engage the customer. Suspending your ego is nothing more complex than putting other individuals’ wants, needs, and perceptions of reality ahead of your own. This technique can make specific sales and marketing tactics more effective. For example, sales people should ask the customer to tell their “story” first. It not only makes the customer feel important and valued; it allows you to tailor what you communicate to the customer later on.
• Start The Conversation By Giving A Little Information That’s Relevant To The Customer. Many times, the customer isn’t willing to start the conversation with marketing or sales. In situations like these, you’ll need to provide some information about yourself, your company, and your product to get started. This is a quid pro quo. You give the customer something so that they’ll give you something in return. Giving a little information about you will help alleviate some of the issues.” The best way for sales and marketing to use this technique is to share information about yourself, your company, or product using the voice of other customers. Use language such as, “some of my other customers faced this same issue and here’s how they handled it…” You’re sharing information in a way that is highly relevant to the buyer and will get the buyer to start sharing information with you.
• Manage The Customer’s Expectations Proactively. Good sales people know that managing the customer’s expectations is an effective sales technique. This is an effective rapport-building technique. It’s not just about managing the customer’s expectations of what the product or service will do; it’s about managing their expectations for the conversation itself. The individuals in life that are able to either mask their agenda or shift the agenda to something altruistic will have great success at building rapport.” One good way to do this is to articulate your expectations for a conversation or meeting with a customer and see if the customer agrees with you. This can be done when setting the agenda for the meeting.