What your customer really needs

- Imagine you come across a man…who has been stranded in the desert.…What do you think he needs most?…Are you thinking water?…Yeah, that would be the most obvious need.…But what else might a man stranded in the desert need?…Maybe you're thinking food, sunscreen,…shade, a ride out of the desert.…Beyond the obvious water, you can think of…several other things a man in the desert might need.…It's the same with your customers.…With a deeper level of listening you can determine…what else your customers might need.…

Here's how a sales associate recently used the man…in the desert approach with me.…I was stopping in a store out of town…and found a couple of olive oils…that I was interested in trying.…But because I was flying back home…taking large bottles of liquid wasn't an option.…And the associated asked if I had questions.…I asked if the store had…online ordering, and she said yes we do.…Being available to answer my question…was like giving me the water.…But this lady went a step further,…she asked "is there something you want…