You run a coffee company.
You try to sell:
- "Hey! My COFFEE = SOOOO GOOD 4 YOU!"
- "We #1!"
When you start selling, people put up a defense mechanisms.
- Hey, this dude is just trying to make a sale.
- He doesn't care about my needs.
- He just wants my money.
For simple requests:
- It's frickin' tough for people to say 'No'.
- People want to help people.
Ask for a quick 30-sec survey (in which they can hang up at anytime).
Start probing with questions to understand their current situation.
- "Does your company provide coffee for your employees?"
- "Do you buy your own coffee?"
- "How much are you paying for your coffee beans?"
- "Are you happy with your coffee supplier?"
- "Would you consider another vendor if they can meet your needs better?"
Now that you understand more about their current realities, can your service/product/solution help them?
You got a potential lead/sale/relationship/customer -- who's now much more willing to do business with you.
What Customers Want From You
- Solve their problems.
- Help them cut costs.
- Help them run a better business.
When you start probing them with questions to understand how they work/operate/live/love, you start understanding the peculiarities of the business -- and how your solution can solve their shiznitzle.
You'll start selling your coffee beans like it ain't no thang but a chicken on a Willy Wonka string.
Posted on October 15
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