If you’re not using consultative selling principles, you’re probably trying to soothe a crying 4 month old.
Ms. Customer, Please Stop Crying
Last week I was holding my four month old daughter and she started crying. In my quest to be dad of the year (last year I came in 8th place) I tried soothing her to get her to stop. My first thought was she was hungry so I fed her. It didn’t help. Then I thought that maybe she just wanted me to walk around with her. She didn’t. Then I thought she was tired so I tried rocking her to sleep. Unsuccessful.
Finally after almost crying myself, I notice that one of her socks has fallen off. I put the sock back on and I had a happy baby once again!
If my daughter could talk, I would have asked where what her pain points were, but she can’t so I had to use a method that too many salespeople use; blindly firing solutions and hope one works.
The Sales Situation Where No One Wins
- You spend more time selling which means you’re wasting time and have less opportunities
- You won’t discover other opportunities to add value to your customer
- You customer will become frustrated that you don’t understand their needs
Instead, ask questions and don’t try to out-think your customers. Sometimes all they want is their sock to be put back on their foot.