Never Ever Assume THIS in Sales

Customer: "I'm interested in some new imaging equipment. We --"

Salesperson interrupts: "Oh that's great because we just came out with new stuff and --"

Customer interrupts: "Let me tell you what we want first. We're getting frustrated with --"

Salesperson accidentally talks over customer, and didn't even hear them so just keeps talking: "We actually we just released some new cutting-edge imaging equipment I think you're really going to like. It's awesome because the image quality is so much better. Here, let me show you..."

Customer: "Uh, we're not too worried about image quality. As I was saying our big frustration has more to do with..."

(Customer stops talking because salesperson is frantically looking through iPad for photos of the new equipment, oblivious to the fact that the customer was getting ready to tell him what was really important, but he interrupted and now isn't listening.)

Salesperson: "Okay, there, I found it. Here's what the new one looks like. Do you see how it has a new sleek design? And...."

This is a total missed opportunity. Here are the issues:

👉 Salesperson interrupted the customer (This really does happen. A lot).
👉 Customer was getting ready to explain EXACTLY what they were looking for. A smart salesperson would look that customer in the eye, and be super curious about exactly what has been frustrating the customer. THAT'S how you win a deal.
👉 Salesperson ASSUMED he knew what the customer wanted, but was wrong.

Never assume you know what a customer wants. Sometimes it's something super random, that you've never heard before. The best salespeople are CURIOUS salespeople that are willing to LISTEN.

Has this ever happened to you? I know it has to me! When buying a car, a computer, etc