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Asking the wrong questions will get you the wrong answers. Asking the right questions, can help you to get to know your customer better and make the sale.
The most important thing that you can learn when you’re trying to sell anything, is not what the customer is moving to, but what the customer is coming from.
From time to time I’ll run across a salesperson who was brand new to the sales game.
Remember the days when you were green as grass and too new to know what you couldn’t sell so you just sold it anyway?
And I always give them the same advice..
Here’s a recap of everything in this episode of 5 Minute Sales Training:
Most salespeople are so consumed with what the customer is moving to that they never fully understand what the customer is coming from.
In other words, every customer has a backstory.
Do you know why your customer is there in the first place, and what happened in their life to get them through your door?
Do you understand your customer’s backstory?
The front story is what they’re moving to, the backstory is where they’re coming from.
As sales professionals, we love to solve problems by jumping forward.
Too often in sales, we want to rush to that solution so much that we don’t fully understand what the problem is.
I believe people absolutely want to share their backstory; they just don’t want to share it with salespeople who don’t want to hear it.
And if all you’re doing is asking about what they’re looking for without any context of what they’re coming from, there’s no reason for them to want to share that backstory with you in the first place.
In order for a professional sales counselor to solve a problem, they first need to understand the problem that needs to be solved.
Everyone has a backstory, and they desperately want to share it. Question for you, do you care enough to learn it? Focus on the backstory, you’ll change their world.