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Do You Find Yourself Ready with a Solution Before the Customer Finishes Their Sentence? 

If so, you’re not alone. 🤭

And don’t worry, this is very common in business development professionals.

Especially in those that CARE about the customer.

Our attention spans are short and we’re conditioned from a very young age with the belief that we’re supposed to know all the answers.

So it’s understandable that you’re eager to prove your value this way.

The problem with this is despite your intentions, you’re NOT helping the customer by doing this, and it keeps you from becoming the trusted advisor they need.

Instead of listening, you’re quickly forming a solution in your head.

And we do this with customers, friends, and loved ones!

SO HOW DO YOU OVERCOME THIS?

✖ Stop assuming you know the customer’s problem.
✖ Stop assuming your solution can help the customer.
✖ Stop jumping into a solution or presentation so quickly.

Even if you think you know their problem, you must ask questions to understand THEIR needs from THEIR perspective.

Remember, customers are busy just like you! Often, they’re beginning to search deeply into their problems with you for the FIRST TIME, so be patient!

You don’t like to be interrupted when you’re deep in thought, do you?

Contain your desire to solve the first problem you hear, and instead focus on understanding the big picture.

Customers will judge you on the questions you ASK next, not on how quickly you propose a solution.

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