I know, it sounds crazy, but you need to view your customer as an onion.
And you need to ask questions accordingly. You ask questions, and then based on what they say, you ask follow-up questions.
Repeat this enough and you will peel through the layers of the onion to get to your customer’s true needs and wants.
Check out this video to see what I mean:
Copyright 2015, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.