Management Tip of the Day: Customers Need More Than Products

Are you having trouble viewing this email? If so, click here to see it in a web browser. HOME   |   TIPS   |   BLOGS   |   THE MAGAZINE   |   BOOKS   |   STORE RSS   |   Mobile JUNE 13, 2013 Customers Need More Than Products The best salespeople see a sale as a consultation, not a transaction. They find ways to benefit the customer beyond what the product offers. Here are three ways you can be more valuable to your potential clients: Help clients see issues they hadn't considered. Don't start by lecturing a customer about the problems you see in her business. Lead a conversation, prompt her to explore deeper issues, and then offer thoughtful diagnoses as the discussion progresses. Point out opportunities they've missed. If you can identify them, help your customer see untapped possibilities – markets, technologies, trends – that will allow his business to grow. Refer them elsewhere, when necessary. Not every client needs what you're offering. When that happens, connect them with people who can help think through a complex issue or point them to another vendor who has what they need. Today's Management Tip was adapted from "Would Customers Pay for Your Sales Calls?" by Scott Edinger. Read the full post and join the discussion » Share Today's Tip: FEATURED PRODUCT Keeping Up With the Quants HBR Press Big data promises to change virtually every industry and business function over the next decade. As a successful manager today, you need to be conversant with analytical terminology and methods and able to work with quantitative information. Professors and analytics experts Thomas Davenport and Jinho Kim offer practical tools to improve your understanding of data analytics and enhance your thinking and decision making. You'll gain crucial skills including how to gather and analyze relevant data, interpret and communicate analytical results and how to deal effectively with the "quants" in your organization. If you don't have a business degree or if you aren't comfortable with statistics and quantitative methods, this book is for you. Keeping Up with the Quants will give you the skills you need to master this new challenge—and gain a significant competitive edge. ADVERTISEMENT Follow the Tip: PREVIOUS TIPS Be Just as Effective When You Work Remotely How to Make Time for Social Media Define the Playing Field Before Entering a New Market Brush Up on Your Grammar Communicate What You'll Accomplish in Your First 90 Days Think Positively About Stress Give a Meaningful Apology Make Your Slides Memorable Want the Job? Do a Project Don't Schedule That Meeting All Previous Tips BEST SELLERS HBR Guide to Persuasive Presentations Ebook + Video Case Study HBR's 10 Must Reads on Leadership HBR's 10 Must Reads on Managing Yourself HBR's 10 Must Reads: The Essentials HBR Guide to Getting the Right Work Done The First 90 Days App MAKE YOUR NEXT CAREER TRANSITION A SUCCESS. Download The First 90 Days App today to help you stay ahead of the game. » UNSUBSCRIBE   |   UPDATE YOUR PROFILE   |   MORE EMAIL NEWSLETTERS   |   PRIVACY POLICY Was this email forwarded to you? If so, sign up to start receiving your own copy. ABOUT THIS MAILING LIST You have received this message because you subscribed to the "Management Tip of the Day" email newsletter from Harvard Business Review. If at any point you wish to remove yourself from this list, change your email address, or sign up for other email newsletters and alerts, please visit the Harvard Business Review Email Newsletter Preference Center. OPT OUT If you do not wish to receive any email messages from Harvard Business Review, click here. ADVERTISE WITH HBR This enewsletter is read by thousands of decision makers every day. Learn more about connecting your brand with this audience. Copyright © 2013 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 800-545-7685 (+1-617-783-7600 outside the U.S. and Canada)