I see it every day.
In all types of transactions.
The potential buyer talks and the seller nods his/her head.
Nodding and biding time until they can offer to sell the potential buyer what they have already decided they need. Regardless of what the potential buyer just said.
Do I need to use the square peg, round hole reference here? Nah, you get it.
No matter what business you are in, your close ratio will go up dramatically if you listen intently to what the customer really wants and show them how you have the perfect product to help them attain it.
Your customers don't always know what they need to buy. What they do know is what they hope to accomplish by making a purchase. All that you have to do is tie the two together in a neat little bundle and .......VIOLA!
Sale made. Customer happy. Seller happy.
More money in the bank.
Sounds simple.
But it only works if you REALLY listen and then EXECUTE!
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