You may be very experienced and smooth in delivering your sales presentation, but there is every chance that your customers may have other, related, personal or business considerations on their minds apart from just listening to you.
In this Vlog, Grant explains the importance of understanding your customer’s ecosystem
As I was walking through an airport, a rare bottle of whisky, caught my eye in the window. I walked in, already making up my mind that I wanted to buy the whisky. While the salesperson was desperately trying to convince me to buy the whisky, I wasn’t listening to word they were saying. The only thing that was stopping me is the guilt that spending so much money on myself and having nothing for my wife.
So while the salesperson was talking to me, I was desperately looking around the rest of the airport beyond their shoulder, seeing if I …