Thought of the Day: July 20, 2018 – Its Hard to Get People to Talk
The other day, in our meeting, one of my co-workers said, “I find that its hard to get customers to open up. They are not telling me what I need to know so I can sell to them.”
Listening to this statement and trying to understand why my co-worker felt this way, it become apparent that others felt the same. As I listened to the conversation, go from positive to negative, each one of the people I work with had something to say that was fuelling the fire. They all felt that it was a challenge to get customers to talk to them.
I spoke up and said, “I disagree. We are sales professionals. As professionals if we find that the customer is not talking or is giving us vague answers, it is our job to find ways to get the customer to talk.”
In my opinion we are in charge of our day-to-day success so this cannot be our attitude. I mentioned that perhaps we need to ask different questions. We may need to change the words of a question we are used to asking. We need to consider asking it in a different way. Do so can bring us the success we hope to achieve.
Continuing I said, “As professionals we need to learn the different customer personality types that we are communicating with. We have to learn to talk to their style of communication. We can’t talk to everyone the same. If we do we will experience frustration because we feel our customers does not want to talk to us.”
The truth we are not getting to know the customer, the way the customer wants us to get to know them. Conversations are only hard because we believe them to be hard.
We take our false believes and allow them to dictate our day. We bring them to meeting and in the end our pay cheque is most effected by them.
I feel my statement positively impacted only a few of the members of my teams. My goal is to help my team see that its hard because we have not learned how to deal with challenges. We face the same challenges with different people. We need to learn the right way to deal with reoccurring issues.
When you are sitting face to face with a customer that is not talkative, what do you do to get them to open up and talk?
What is your favourite open-ended question to have people talk about themselves, their goals and objectives?
Founder and CEO, Discover Your Life Today
Maveen has built his career in Banking, Insurance, Home and Automobile Sales. Providing exceptional customer service is his passion. Writing is a way to share his knowledge and help change the lives of million of people. Like the Facebook Page to support him.