I was with a prospect the other day that I have a really great relationship with.
We ended up talking about something I felt he might be able to help me with personally.
He did a little research on it with his boss.
And we agreed to meet at his office to talk more about it.
But what I didn’t know was that the information he was given by his boss was not what I needed.
I ended up in a meeting with him and his boss.
His boss was an old school salesman.
He asked about me first, but really wasn’t listening or engaged with me.
He showed no emotions and showed me no respect.
But he insisted on telling me what I needed.
Instead of asking me where my pain was & how he can help.
He also insisted on questioning me on why what he was selling me was what I needed.
And I continued to tell him because it didn’t solve my problem.
He ended up losing a sale, a relationship & the referrals I could provide.
But I thankfully saved the relationship with my prospect.
And it did open the prospects eyes on what not to do in sales.
When we don’t take the time to listen to what the needs of our customers are, we can not only lose the sale but we can also lose a relationship.
Don’t be this guy.
How well do you listen to your customers?