Below, Marcus Hynes of Lightyear Acquisitions has provided is top tips to getting to know your customer.
If the buyer is detail-oriented, then showcase the features of your product. If they require a lot of information regarding the product or service, provide them with the relevant information. However, sometimes a customer just wants the facts and might be turned off if you ask lots of questions about their needs rather than give them information, in that case, ease off the throttle, if they prefer that the sale is kept simple, and let the product sell itself.
If the buyer doesn't know what they need, then be an advisor first. Some don't know exactly what they're looking for in a potential buy. Some buyers require more guidance, particularly with technologies and other products they are not familiar with, whereas some buyers are happy with the initial information provided. If the buyer does need more guidance, they are unlikely to tell you, and you need to figure out exactly what your customer needs are from talking to them.
If the buyer is fixated on the relationship, then make a personal connection early. What Marcus Hynes, Director of Lightyear Acquisitions has come across in his company is that customers care about more than the sale. What matters most is the long-term connection you establish. It means you will need strong interpersonal skills and plenty of time to get to know one another before closing the sale.
If the buyer gets antsy, then go for the close. Watch your customers' signals to see if they want fast action. If you notice impatience when you ask questions, it may be time to cut to the chase.