Your customer does not want to buy anything, but they want you to give them solutions. The biggest challenge for you is not knowing the solution that your customer is looking for. Often, the customer doesn’t know the answer either. The customer may think they know what they want, but because it’s the only thing they know. Your job is to them get to the next level.
You can tell a customer what they should buy; however, the customer won’t believe you until they know for certain that you have the right answer. They will just keep resisting. The best way to overcome this is to ask more questions, but I’m not talking about simple questions that anyone can answer. I am referring to questions that really get the customer thinking. Until we get the customer to think, there is little chance that we will get them to change their mind.
How
