What would you need to change to make each customer feel like they were your only customer? I really want you to take a moment and think about this. Grab something to write with and jot down three things you would need to change. I’ll wait.

This question is at the heart of how to become a better salesperson. A salesperson that is more in touch with the customer and potential customer. We all go to seminars and motivational sessions yet we truly already know what we need to change to make our customers feel special. How do I know that you know? I know because you are a customer. You know what exceptional service is to you. You certainly remember the qualities of a salesperson that wowed you.

Many companies around the country are moving toward a customer WOW experience and are creating metrics to measure their success. In many customer satisfaction surveys, on a ten point scale where a 10 is high and a 1 is low, any rating lower than a 9 is discounted and any rating lower than a 5 is subtracted. These companies are serious about exemplary customer service. Companies have finally realized that they are in the service business and when products are a commodity, service makes the difference.

Providing this WOW experience each and every time is easy if you truly care about the customer. You can learn all the questioning and closing techniques available; however, if your intent is misplaced, you will have a hard time creating trust and sustaining success. A person’s intent in performing an action is their specific purpose or the goal they intend to accomplish. To maintain sustained selling success, your intent has to be outwardly focused, not “me” focused. Customers want to buy, not be sold. As a result, you want to help them make this buying decision. You want the customer to feel that you have their best interest at heart. And you should!