Active Listening and A Questioning Mindset: A Powerful Combination

You won’t find out what customers value if you’re not listening and developing a questioning mindset that develops two-way conversations.
By Brian Snader  Whether you’re in a B2B industry or working directly with customers in a bank or other financial services, many businesses strive to understand what customers value. We know that building value for customers is how you ultimately earn their loyalty, but each customer is different. So, how do you find out what they value?
Well, you ask them.
Sounds easy enough, right?
But many professionals struggle with being proactive in engaging customers and asking meaningful questions. This might be due to lack of company or product knowledge, or simply a fear of damaging a relationship by coming across as an overly pushy product person.
Yet as customers, we often want to be engaged to explore our problems, desires or goals. In fact, effective sales and service professionals differentiate themselves by the quality