Challenge Corner


Sell More with Customer Focus: Make Your Customer Feel Important

Happy Customer wearing a crown.

Finding common areas of interest is one way we discussed to keep our selling approach customer focused. Another is making our customers feel important.

Like all of us, our customers want to feel important. Making them feel important means showing them what they say and do is important to us.

We know how to do this…

Doing all this shows our customers they can trust us and what we’re selling…and building trust is key.

Our customers need still more from us.

People are Important

They want:


So, creating customer focus in our selling approach by making our customers feel important comes down to:

And the take away from doing all this?

We automatically get – and keep – more customers, increasing our ability to sell more.

Our next look at selling  more with customer focus  deals with customer demands and expectations in a world of rapid change.

Until then,

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Have you noticed that selling needs to be a whole lot more customer focused these days? The personal side of selling and customer focus are so important now that my next series of blogs is all about ways we can improve our “customer focus”.

Smiling woman with 2 thumbs up.

Sure, products and features are important, but they need to be combined with a strong customer focus to get you a winning formula for results. Today it really is all about your customer!

So where do we start with customer focus?

Well, we all know each of our customers is unique, that customers’ needs and expectations vary widely. Because of this uniqueness, each customer presents a different selling challenge for us. To meet the challenge, our goal should be to personalize our product approach and message to each customer. To do this, we’ll need to get to know our customers as people first so we can relate to them easily and quickly.

How do we do this?

Looking for common areas of interest is a great start to connecting with your customers on a more personal level:

Customer and sales woman getting to know each other.


  • How do they spend their free time?
  • What about family?
  • Where do they vacation?
  • What do they do for fun?
  • What do they read?



Answers to these questions and others give valuable clues for keeping your selling interactions focused on your customer first before moving to products and features.

Next time, more ways you can keep your selling interactions customer focused.

Until then,

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