No Mind Reading

In sales one of the more common mistakes made is thinking they understand what the customer is thinking. They to mind read and make assumptions about what the person wants or needs. This natural instinct is actually harmful during the sales process. It is so easy to start filling in the blanks with your own interpretations or conclusions but may not even be close to what the customer is thinking. For example if a customer is hesitating on the final purchase decision the seller might assume its the price or lack of trust in that product. Rather than to assume anything about the customer stay focused on what they tell you. To get to the facts rather than just assuming asking key questions are crucial. Asking clarification questions are very important and shouldn’t be shied away from. Phrases like, which means…, help me understand better.., tell me more…, are important questions to help uncover their real thoughts and offer valuable insights. When you encourage customers to tell you more about what they want it helps make the sale go more smooth and more better for the customer. Basing the conversation on your customers view is very important and not putting them into any stereo types. Being able to hold off on your assumptions and continue to learn more about the customer is where the power lies. This approach helps build trust and also increases the chance of making the sale. This is because it allows the seller to truly address the customers concerns and problems rather than making a sale on what you think is best for them. So , rather than instinctually offering your insight on what you think is best, focus on having the customer tell you exactly what there problem is with. This change in sales mentality can help make the sale.