Bought a car once from one of the best salesmen I ever met.
First, he asked questions about our wants, needs, preferences and financial range. He listened attentively, and asked meaningful follow-ups.
We looked at cars and discussed them. We decided to talk at greater length about one model, and sat down to do so.
Before long, the salesman was asking us questions about ourselves, and writing down some of the answers.
At the time, I happened to be teaching “Personal Selling” to university students, and I found myself admiring this entire performance in the new-car showroom.
Among the challenges in sales is winning the trust of your prospect. Another is disciplining yourself to delicately tend this new relationship, enhancing the trust while eliciting details about what could convince this person to buy . . . or not.