Did He Hear Anything I Said?

Summary

• Five years ago, I decided to get a personal trainer because I wanted someone to motivate me.
• When I went to the studio, they assumed I wanted to lose weight without asking me directly what my goals were.
• The trainer kept pitching fat loss, but I was actually interested in building muscle.
• This experience taught me the importance of listening and understanding what people really want.
• Before making a sale, it's crucial to ask your client why they want to achieve a goal.
• Understanding a client’s "why" helps you better highlight the benefits of your service or product that fit their specific needs.

Video

How To Take Action

I would suggest implementing the practice of truly listening to your clients. Before you try to sell anything, ask open-ended questions to understand their goals. Instead of assuming, take the time to ask, “Why are you interested in this?” This will ensure you're providing solutions that truly fit their needs.

A good way to practice this is by setting aside time to have a genuine conversation with your clients. Hear their motivations and what they wish to achieve. Write down their responses and reflect on how your product or service can meet those needs. This approach can lead to stronger connections and more effective service customization.

Consider revisiting your sales pitch. Focus on asking questions before offering solutions. If you're in a situation like a meeting or consultation, build a list of exploratory questions that help you learn more about the client's desires and motivations. This strategy doesn't require extra spending, just some time and thoughtful conversation.

Additionally, reflect on your assumptions. Before making a presentation or pitch, pause and ask yourself if you're making assumptions about what your client needs. Challenge those assumptions by going back to the questions you've asked and their answers.

By adapting your approach in these ways, you’ll not only improve your customer relationships but also provide better services tailored to what they truly want. This will enhance both client satisfaction and your business success.

Full Transcript

I want to say it was like 5 years ago I was like you know what I need someone to kick my ass and so I'm going to go get a personal trainer and I went into the studio they were like all right so like how much weight do you want to drop I think that we want to do this if we want to lose fat blah blah they keep talking about wanting to lose fat and I was sitting there and I was like this guy is literally pitching me an entire sales pitch on how to lose fat when I don't want to lose fat I actually want to build muscle the entire time he was sitting there I couldn't resonate with anything he was saying and I actually felt myself growing in frustration one he didn't even ask me why I'm here two he's making assumptions about what I want to do with my own body and three does he hear anything I'm saying when it comes to making a sale you always want to be able to Anchor to the goal and the goal is usually hidden behind their why because here's the thing if you understand the why then you can emphasize the benefits of your service or product that cater to that why