When selling, it can be hard to ask all of the questions required to uncover a potential client’s pains/problems. Given that the average remodeling salesperson arguably knows more about remodeling than sales, the salesperson has a tendency to tell instead of sell.
Selling is all about asking questions. That requires slowing down and not telling the potential client a bunch of ideas about how to solve his or her problems. Although it sure feeds your ego to show the potential client how much you know, doesn’t it?
What is the point of the interaction? It’s to determine if there is a fit between the potential client and your company. How can that be done without asking questions? Telepathy? Just going with your gut?
I heard the concept of “beginner’s mind” mentioned by Miriam Laube, an actor at the Oregon Shakespeare Festival, during an interview. The concept is that when you truly feel like you don’t know anything about a particular subject, you’re more likely to take in knowledge than to focus on dispensing it.
I think beginner’s mind entails being somewhat humble, which makes you more appealing to others.
So how do you think your sales would turn out if, at your next appointment, you went easy on dishing out all of your knowledge about remodeling? What if you were more focused on learning about the potential client’s issues? What if you didn’t offer solutions during this initial call and simply focused on repeating back to the potential client what you heard her say?
After doing the above, what if you closed the meeting by asking if it made sense to move forward with the next step? What do you think the potential client’s reaction might be?
I don’t know for sure, but there is one way to find out: Bring a beginner’s mind to your next sales call.