“If you make a sale, you can make a living. If you make an investment of time and good service in a customer, you can make a fortune.” ~ Jim Rohn, Author and Motivational Speaker
Defining Customer Pleasure
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In the first step of the Shin-Fu Process we want to ask questions and listen in trying to determine the customer’s pleasure. So, what do we mean by pleasure? Simply put, it’s the stuff that gets the customer excited about a project.
Several years ago, my wife and I decided to remodel our basement and we interviewed several contractors. One vendor particularly stood out because they asked a lot of questions on what we wanted to do with the space in the future. They also showed “after” pictures of finished basement remodels with kids playing. At the time, my wife and I were also expecting our second child. So, the contractor tapped into our happy emotions and knew the types of questions to ask to get us excited about the project, given our situation of wanting a space for the kids to play with their toys.
Let’s take a look at some of the questions to draw out the customer’s pleasure.
Questions to ask to draw pleasure
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With the types of questions you want to ask the customer, you will want to elicit a happy response or a smile that gets them motivated about the project. Some of these questions include:
1. Tell me what you are thinking.
2. What effect do you hope this new product will have on your family?
3. When your friend referred us to you, what did they say to you that made you want to give us a call?
4. What if I gave you a magic wand. What would the end result look like?
Tip: Guide the customer through the happy thoughts. Watch for body language cues such as smiling, head nods and positive energy.
Still have questions?
Becoming an expert on finding the customer’s point of pleasure does not happen overnight. Contact us today and find out how we can help you take your sales process to the next level.