Actually, clients' expectations are changing. Today we want personal solutions . Understanding individual differences and presenting products and services accordingly meets and exceeds customer expectations. I'm gonna stick with this customer until they buy or die. In many cases, a successful sale involves nothing more than tricking a customer into buying something they really do not want or need.
Successful salespeople know about the changing tendencies of today's customer.
They are raising their skill level to keep pace. They keep track of changes in the market place. Professionals have to learn how to immediately deal with the new awareness of today's enlightened customers. They need to show the customers that the action they are recommending is in the customer's best interest. Becoming a behavior expert allows us to focus on results while we maintain a constant awareness of the selling or negotiating process.