What do customers care most about?

Excerpt from Geoffrey James:

Why does a customer buy from one vendor rather than another? According to research recently conducted by The Rain Group (detailed report here), customers tend to buy from sellers who are superlative at the following tasks:

  1. Bring New Perspectives and Ideas
  2. Be Willing to Collaborate
  3. Have Confidence In Your Ability to Achieve Results
  4. Listen, Really Listen, to the Customer
  5. Understand ALL the Customer’s Needs
  6. Help the Customer Avoid Potential Pitfalls
  7. Craft a Compelling Solution
  8. Communicate the Purchasing Process
  9. Connect Personally With the Customer
  10. Provide Value That’s Superior to Other Options

Note the order — pricing is at the bottom of the list.

One thought on “What do customers care most about?

  1. Pingback: In selling, the relationship is the deal | A Founder's Notebook

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s