One attribute that I have found very useful for B2B sales people, is the ability to ask questions to identify the core problem without getting the customer to feel that you are doing an interrogation. If a customer feels that she will just jump away.
But if you don’t understand what is driving the need for your product or service, you will end up being compared just on price.
If you can understand the Real Problem then you can become an advisor and help the customer in their journey. There’s one more reason why understanding the core reason is important….is it that the customer is actually facing a problem or is it that because she has seen others do it, so she doesn’t want to miss out – FOMO.
Visiting different places, interacting with different types of people from different cultures makes one sensitive to different nuances in the way people interact. You can gauge better about what’s being said and what’s left unsaid in a conversation. You can also therefore place yourself in the customer’s shoes and understand the dilemma she is facing.
All this helps in the ability to have a better conversation where you weave in stories and figure out the points where you can put in the questions that also help you build trust.
Till next time then.