- A salesperson knows for sure that there is no one right answer. For any question there are always more than one right answer.
- He also knows that while talking to a customer, it is very important to know the “Right Question” before attempting to arrive the “Right Answer”.
Once you realise and appreciate the truth behind the above 2 statements, you will never ever in life try to pick up the right answer from your knowledge band. Isn’t it?
If you do that, you run into the risk of giving the “Right Answer” to the “Wrong Question” or the “Wrong Answer” to the “Right Question”!
Either way , it is a bad situation for a salesperson because customer expects nothing wrong from a Salesperson. The best way out is to show your intelligence by asking the “Right Questions” to the customer with a perspective to understand the following:
- What does the customer want?
- What is the understanding of “Right Answer” for the customer?
This prudence will help all salesperson to develop better people handling skills with their customers. Remember, the next time you encounter a question from a customer, don’t give the right answer but ask the right question before you arrive at the right answer.