Workbook Samples

How do we find out the customer’s model of the world?

We need to ask lots of questions in order to understand.

A common failure to connect with customers is assuming that their model of the world looks very much like ours.

To uncover the customer's model of the world, sales professionals need to engage in active listening and effective questioning. By asking open-ended questions and encouraging customers to share their experiences, preferences, and goals, salespeople can gain insights into their unique perspective. For example, instead of assuming that all customers prioritize price as the most crucial factor, we should ask questions like "What aspects of a product or service are most important to you?" or "What challenges are you currently facing in your business?" This allows us to understand their individual needs and tailor our approach accordingly.