Hi,
Mentally. You have to be with him. Make him feel that you are with him. His interest is your interest. His benefit is your interest. You are there to understand his needs and help him find the best way to get it. And, you have to make him feel that great intent of yours.
Once he feels that you are trying to help him genuinely, he would be willing to talk to you, answer your questions, and also ask you for clarifications. He sees you as a mentor who could help him get what he wants in the best possible manner.
Hence, be mentally aligned with your customer. Once you keep yourself in his shoes, you will not only be able to see the picture of his needs in a better way but also be able to identify the solution in the right way. And, he would start trusting that you are there not to push your product or your service or your idea, but to help him get what he wants.
After all, true salesmanship is helping the customer get what he wants in the best possible manner and also in the way the customer likes it, enjoys it, and appreciates it. So, stand by him, put yourself in his shoes, and start seeing things through his eyes.
To Your sales Success,
With love,
Siva
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