Let’s face it, many times customers think they are right, but the truth is, a lot of times, they’re WRONG.
A friend of mine, who is a clinician, tells me how many times people come to him armed with information. After conducting research online — they have already begun analyzing and diagnosing the problem or issue.
We’ve all been there. It’s intimidating when our customers are telling us how to solve the problem.
This is where we have to challenge assumptions. Some key questions we need to ask our customers are:
Take me through your analysis.
Help me to understand how you came to this conclusion.
As a result, you will quickly discover pockets, voids, and opportunities in which you can present some viable alternatives and solutions.
By taking these steps you will stretch your customer’s mindset. And as a result, provide them with what they really NEED.
Paul Cherry is a coach, speaker, consultant, and best-selling author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions that help “galvanize” successful customer relationships. For the past two decades,he has worked with more than 1,200 organizations and businesses in a wide array of industries. Paul has been featured in over 250 online pubs and print magazines, including Kiplinger’s Personal Finance,Selling Power,Investor’s Business Daily, and Inc. magazine. His published books include Questions That Sell,Questions That Get Results, and The Ultimate Sales Pro.
Paul is founder and president of Performance Based Results, which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada, including 175 of the Fortune 500, and 1,000-plus entrepreneurial, cutting-edge companies looking to dominate their niche markets.