The Third Gear: From Pitching To Probing

One of the easiest ways to start solving your customers’ problems is by uncovering what their problems are. Asking careful, compassionate questions helps you do this and simultaneously demonstrates a genuine interest in them and their situation.

It’s not enough for you to start seeing your customers as your teammates. You also have to start treating them differently too, You need to prove you care. Only after you prove that you’re different, that you care about them and their situation, will they start to see you differently.

There’s only one way to show people that you really care. It isn’t buttering them up, and it isn’t giving them prizes or cutting your prices, either. You’ve got to be interested in them and their situation. Asking questions is at the heart of searching for problems to solve and showing your customers that you’re interested in them.

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