Customer’s are surprisingly less sure about what they want than you think. Particularly with complex products and services, particularly when they don’t appreciate the art of the possible, and particularly where they haven’t, er, thought about what they want.
It’s our job to help them think. To give them an understanding of the options, point out the potential, and bring their focus not only to the thing, but what the think will do for them. You might call that the art of selling and you might call it selling of art.
Either way, at the nub, you and they will be better off if everyone understands what they’re trying to achieve. Fame, glory, ease, filling a hole, an enjoyable ride?
And the thing is, it helps for you to know what you’re after too. Is it all about the money, or is there another metric?
Skippy strategy: What’s the ask?
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