Get Out Your Notebook & Listen to the Customer!

Sometimes a customer tells us something, so juicy, we can't WAIT to respond!

Imagine it...they're literally telling us that they want a certain feature, and wouldn't you know it...WE HAVE THAT FEATURE!!! What a glorious day!

So as soon as we can, we say something like, "Oh that's great. We actually have something just like that. Here's how it works."

The problem is...you weren't really listening. You were just waiting to reply, while preparing your answer. When you do this, the customer doesn't feel heard, and the real problem is that you didn't find out EXACTLY what you need to know to win the deal.

You might have won the battle, but not the war. The truth is, you need to get out a notebook, and TAKE DETAILED NOTES as the customer is talking. You will want to refer back to these over and over again, especially as you're preparing your final presentation.

Don't make the mistake of forgetting to take careful notes. The customer will tell you what you need to know to win the deal if you let them.

Thoughts? Let me know in the comments section!