A problem solved
Solve your customers’ problems as an opportunity to add value.
Be proactive and be one step ahead of your customers by offering them things they want. This involves listening and responding, but also imaging what else either complements what you offer, or what’s the next logical step – even if they don’t know they want this yet.
It’s a bit like buying your child an electric guitar for Christmas and the shop suggesting you might also like a set of headphones so you can cut out the sound of the relentless practising. In this case it’s a win-win as you make an extra sale too, but it might be something you offer as part of the package, as added value.