客戶需要的不只是商品

最好的銷售員將一項銷售工作看成是一個顧問服務，而非一件交易動作。他們可以找出比銷售商品還能夠帶給客戶更多的價值。

以下是提供更多價值給客戶的作法：

1. 幫助客戶發現他未曾考慮過的問題。你不要一開始就企圖告訴客戶你所發現的問題。相對的，你可以先和他對話，提示他如何深入思考，自己去找到問題的根由，然後再和他做深入的交談。
2. 指出他可能錯失的潛在機會。如果你可以看出來，幫助你的客戶去探索這些新的商業成長機會的可能，例如市場、技術、趨勢，等等。
3. 如果必要，將他轉介給其他人。並非你的產品或服務能夠滿足每一位客戶。如果是這樣，將他介紹給能夠協助解決這名客戶複雜問題的其他人，或是告訴這名客人哪個供應商能夠提供他需要的商品或服務。

Customers need more than merchandise

The best salesperson sees a sales job as a consultancy service, not as a trading action. They can find out that they can bring more value to customers than selling goods.

The following is how to provide more value to customers:

1. Help customers find problems they have not considered. Don't start by trying to tell your customers what problems you find. Instead, you can talk to him first, prompt him how to think deeply, find out the root cause of the problem by yourself, and then have a deep conversation with him.
2. Point out potential opportunities he may miss. If you can see, help your customers explore the possibilities of these new business growth opportunities, such as markets, technologies, trends, and so on.
3. If necessary, refer him to someone else. Not every customer can be satisfied with your product or service. If so, introduce him to someone else who can help solve the customer's complex problems, or tell the customer which supplier can provide the goods or services he needs.