A lot of sales books advise you to find out what your customers needs are, so you can taylor your approach to showing them how your product will meet their needs. For instance, in a club context, a customer might be buying dances to celebrate something good, to relax after a stressful experience, just to kill time, to impress their friends, and so on. In each case, you would approach differently.
When I can figure out what a customer wants and taylor my approach accordingly, selling dances is way easier. Sometimes it's easy to figure out why customers are in the club. Like, if a group announces to you that their celebrating a bachelor party, or if a customer starts telling you about their tough day. Other times, it's less obvious. So I'm wondering what questions you ask to find out why a customer is in the club. The obvious question, of course, is something like "What brings you in today?" But this seems to make some customers defensive, or else you sometimes get answers too vague to be useful. Any ideas? Am I over-thinking all this? I do tend to do that...



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