Look Around You!

When you meet the customer, make sure you look as well as listen. The customer is always sending signals which can be important for the buy decision.

Is the customer welcoming, are they relaxed, are they calm? Or is the customer harried, in a bad mood, is their desk cluttered with pending tasks, is their phone ringing off the hook? These observations can help you to either push for the sale or to scale back and try again another time when the customer is more receptive.

Also, you can see what can help you make a connection to the customer. Do they have diplomas, certificates, or other paraphernalia hanging around? Can you start a conversation about them? Do they have samples of their product on display? Ask them about the products, they’d always love to talk about their own products and you can find out more about the customer.

Maybe they have a hobby like hiking or rafting and you see a photograph hanging about. Can you contribute your own experiences? Or if not, you can always ask them about their own specific experiences and places they recommend for the activity they enjoy. The objective is to begin a conversation with the customer and gain insights. You need to start a relationship with the customer. If they become your friends, the customer will automatically consider you the first person to call when their need for your particular product or service arises.

However, be careful. Do not begin a conversation about which you cannot contribute. As stated in an earlier blog, the questions crafted must be intelligent. The conversation needs to be engaging. If you fluster and fumble your impression is ruined and so is your chance of making a relationship.