Eager to Understand Customers Interest

Eager to understand customers interest
“Excuse me for being curious Sir” says the Salesperson, pointing to the large painting on the Customer’s wall. “Such a stunning painting! The flying horses look so familiar. Whose work is that Sir?”
“So happy to know you admire paintings” says the Customer “This is the work of M, whose canvases were all themed around horses”
“Aren’t they expensive Sir?”
“Yes, they are. The artworld regards every M painting to be a masterpiece. And you know something …..” Next 15 minutes conversation is all about art and M’s work
The Salesperson silently tells himself “Shouldn’t forget I am here to sell a vacuum cleaner” “When did you add this painting to your collection Sir?”
“It’s been with me for 11 years. Needs a lot of care to maintain”
“I can see that Sir. Impeccable maintenance! Must be difficult, with dust gathering regularly, manual cleaning may not be the most effective. A vacuum cleaner with variable suction, used along with a soft bristled brush can do much better!”
“Really!? Can you show me how?”
30 minutes later Salesperson walks out of the Customer’s place with a sale.
Magic? Not really. Just the result of an unstoppable, childlike curiosity to understand the Customers’ interests. It’s in discovering such unarticulated needs that you create aha moments which clinch deals and relationships!
Action Question: When was the last time, curiosity got you a sales closure? How can you use it in your next sales call?
Related Reading: Mercuri Indias' Insight Document on Do you have a clear aim for each sales visit? https://www.mercuriindia.com/do-you-have-a-clear-aim-for-each-sales-visit.php

6.Won't give up
Nature demonstrates resilience in beautiful ways! How about hashtag #Sales people? Find out in this 6th dispatch of '100 Ways to Sales Resilience'. Share this post.. because it takes Resilient Sales to build a Resilient India.
11th MAY 2020Read more

8.Delivers every time, on every need
How come some #sales people bounce back faster from a downturn, while many struggle to claw back? Their Customers are never tired buying from them.. in times good and bad. They know reliability is rare! Read on to discover what it means to be seen as reilable. And, just do it!
29th MAY 2020Read more
Explore your Knowledge Centre

Mercuri Mail
Mercuri Mail is a thoughtful compilation of meaningful articles drawn from Mercuri India archives, and from timeless management literature.
Read more
In Essence
In Essence documents are annotations of insightful publications in academic journals of repute, fostering sales excellence.
Read more
Selling is Beautiful
Whatever the size of the quota, your sales team can crush it, with these Sales Tarot cards, lived one at a time.
Read more
Build Your Library
Extreme Money: The Masters of The Universe and The Cult of Risk - Satyajit Das
Read more
Beyond Sales
“If banks cannot be truly Customer intimate, they are doomed to be just dumb commodities, acting behind the scenes, like utilities” – J P Nicols
Read more
MI Quest
How can the Sales Training Professionals of today design learning experiences that engage and inspire sustainable excellence in their audience?
Read more
100 WAYS TO SALES RESILIENCE
In this series "100 Ways to Sales Resilience" we share simple yet powerful ideas that you and your sales people can use to overcome sales challenges ahead.
Read more