When we think about designing a sales process or customer service system, we tend to first think about how we are going to communicate how (the advantages of) what WE have/do.
But people don’t buy because just because they understand what you do, they buy when they feel understood.
How do you purposefully spend time asking questions and listening to your prospects and clients?
That thought is a game changer
This is a key point: People “buy when they feel understood”.
Thanks for the reminder.
I’ll add: ‘And when they feel THEIR business is appreciated.’
Excellent! That’s why any sales process has to start with asking the exact amount of right questions, and then zipping it and actively listening. In order for the client to feel understood, we as a trusted advisor will take the time to build the utmost certainty that we are their best solution.