Customers buy for their OWN reasons, not yours! Your reasons intrigue you. How often do businesses and sales people forget to truly understand what the REASONS are that customers would want and need your products and services?
Your challenge as the business owner and manager is to find their reasons for buying your products and services, NOT your reasons for wanting them to buy them!
People don’t care how much you know, until they know how much you care about their challenges and needs. Always be seeking to find out ‘the picture in their head’ by asking questions and listening with respect. Don’t assume you know, even though you will have heard this kind of answer 1,000 time before.
Listening is the highest form of flattery and becomes part of the experience you deliver with your product.
Focus your questioning on finding out what customers’ reasons are for discussing a product, project, problem, issue or concern. Get them to verbalize the reasons, by asking more ‘why is that important?’ type of questions. Simply ask, ‘what do you mean’ or ‘how so’? In this process make sure you show your customer that you care by getting yourself out of your own way in helping yourself to find the reasons customers buy.
Make sure you match ‘who you are’ and ‘what you do’ with the reasons they want to buy your product and service.