This week I will be attending a couple of tradeshows. My primary mission for visiting is to gather information for a future purchase. It has been amazing to me the number of different ways people try to sell their products and services.
The best companies bring their best people. It is amazing to me the breadth of knowledge these people have about their products. When I interact with these companies, I am drawn more to the companies that answer my questions and continue to ask questions. At some point in the discussion, if a company is excellent, they will find out my real pain points and issues. Once they identify my pain points, they find ways they may be able to help. They do not solve the problem; they offer possible options to address these pain points.
The lesson for me. I think some us are too quick to answer people’s questions that we never get to the real issues that customers are facing. If I think back to some of the great clients I secured business with, it was all about identifying the customer’s real needs and finding ways to address them.
I am going to have some more fun with this topic while I attend some trade shows this week. I think it is one of the areas where great companies separate themselves from their competition.