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
About the series: This is the 7th in a series of 100 Posts that purport to build your #Sales Resilience.. as an individual salesperson, as a sales team, and as a sales organization. Because a Resilient India needs Resilient Sales.
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