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Identifying the Customer
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A customer is anyone who walks into a shop or phones in. By making contact, a person has made a decision that indicates interest or need. The challenge is to turn the customer into a buyer by identifying and meeting this interest or need.
Many customers know exactly what they want. Others may have a general idea. Some have nothing specific in mind, only to hope of finding something that will satisfy the desire to buy. The goal is the same for all these cases that is to satisfy the customer.
However, there are different ways and means of satisfying these different types. So, a basic sales skill is to be able to “size up” the customers.