Challenge Corner


Sell More with Customer Focus: 5 Action Steps

We’ve been talking about just how personal selling can become and reminding ourselves how unique our customers are. We’ve talked about customer needs and demands … and our need to connect and communicate with our customers on their terms.

Smiling sales rep on phone

We’ll wrap up customer focus with 5 action steps that show you’re committed to and focused on your customer. Add all 5 to your sales skills toolkit and you’re sure to sell more.


  1. The best way to start is to jump in and just do it! What’s “it”? It’s whatever the customer needs, demands or wants at any given time.
  2. Next, do it right. What’s right? It’s reacting with the correct action for the customer situation you’re in…and every situation will be different. We need to be alert to pick up on customer clues and flexible enough to react to them.
  3. Then, do it quickly. How quickly? Once again, your reaction matches your customer’s demand for speed…and it will vary from customer to customer.
  4. Do it better. Go beyond what your customer expects and you’ll be way ahead of your competition.
  5. Finally, do it every time. It’s always easy to do it once. Being focused on your customer means doing it consistently…and that means doing it again and again and again.

So it all comes down to this:

This wraps up our customer focus blogs of the last few weeks. During that time, we’ve discussed 4 key components of a positive customer focus:

So how are you putting customer focus to work in your selling activity?

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