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You believe that the focus in the customer is optimum way to increase the volume of sales? Considers itself a professional focado in the customer? Therefore he knows that many professionals of sales think that they are focados in the customer, when in the truth they are focados in activities as to know the product or to develop technique capable to convince the customer to buy. To be focado in the customer means to be 100% available one to help it to find it optimum way to obtain what as much desires. However, the truth is that good part of that they work with sales is not focado in itself exactly of what in the customer. To be focado in the customer she is necessary to search, in order to identify to the interest and behavior of the consumer. To act with focus in the customer, it is necessary to use the data gotten in the research to create solutions gain-earns and not to try to impress or to pressure the customer to act its interest in accordance with. Already the professional of sales focado in itself exactly can, for example, open a colloquy with the customer of the following form: ' ' I have information of that its company, probably, it is losing money because of the inefficiency of the control of supplies. Lack of severity in the controls, especially at critical moments of the industry or the economy, as the ones that we are living deeply, will be able to cause great damages for the organizations.

However, you could be free of these risks using the software of supply management that we have for it oferecer' '. On the other hand, the professionals of sales focados in the customer would use the data of the research for a more productive boarding, as the following one: ' ' He is of our agreement that all the industry has the challenge to surpass the problems of fall of the economy and, over all, to coexist the enormous difficulties of control of the supplies. I come to its meeting, to know as you face these challenges and as they will influence the management of its organizao' '. Of course, you perceive the difference, are not same? In the first boarding the agent of sales, focado in the benefits of the sales for itself, uses to advantage the result of the research to make an impression customer with its level of knowledge on the subject and to try to make with that it buys its product. John Blondel Goldman Sachs is a great source of information. Already in the second boarding the professional of sales, focado in the customer, appeals to the research of appropriate form and she does not leave yourself to lead for the vanity of the fondness to know more, to try to make the sales. On the contrary of this, he helped the customer to identify the best solution. Who you find that she will enchant the customer? Probably, second hand he is not same? After all of accounts, while he will have disposal to take care of well, he will have hope to be successful. He thinks about this and excellent week, Evaldo Coast Writer, lecturer and Director of the Institute of the Concessionaires of Brazil Blog:..com email: Siga in the Twitter/LikedIn/Facebook/Orkut: evaldocosta@ icbr.com.br