Sales Series: Understanding Your Customer – Make Things Happen Podcast
Why Understanding Your Customer Is the Key to Sales Success
If you’re in sales—or just starting out—you’ve probably been taught to lead with your product, features, or expertise. But here’s the truth: sales isn’t about you, it’s about your customer.
Understanding the person in front of you—their frustrations, motivations, and what keeps them up at night—is where the magic happens. When you truly listen, ask the right questions, and respond with empathy, everything changes: your conversations feel effortless, your connections deepen, and your results skyrocket.
In this episode of the Make Things Happen Podcast Sales Series, we dive into how to understand your customer at a deeper level. You’ll walk away with practical strategies to:
- Ask smarter questions that uncover real needs
- Mirror your customer’s language to create instant connection
- Paint a vision of the solution that resonates emotionally
- Listen for what isn’t being said—the hidden objections that could be holding them back
Whether you’ve been in sales for decades or just picked up your first client, these insights will transform your approach. By the end, you’ll see sales not as a pitch, but as a partnership built on trust and understanding.
🎥 Watch the full episode on YouTube now: Click here
It’s Not About You
If your focus is on proving how great your product is—or how smart you are—you’re missing the point. Sales isn’t about you. It’s about them.
Real connection starts when you stop selling and start listening.
Listen Like You Mean It
Image suggestion: Quote screenshot from podcast
Alt text: Sales tips from Make Things Happen Podcast EP 16 on asking smarter questions and building trust with customers
One of the biggest mistakes in sales? Talking more than you listen. When you really tune in—not just to words, but tone, pauses, and repeated phrases—you uncover what truly matters to your customer.
Start from curiosity
- “Tell me more about that—I’m curious.”
- “What made that important to you?”
Open-ended questions invite honest answers and spark real conversation.
Ask Smarter Questions
Go deeper than surface-level answers. Find out:
- Why are they exploring options now?
- What’s frustrating them?
- How is this affecting their team, their goals, or their peace of mind?
People buy based on emotion. The better you understand what matters, the more trust you build—and trust leads to action.
Solve, Don’t Sell
Shift your mindset from pitching to problem-solving. You’re not just offering a product; you’re helping someone move from where they are to where they want to be.
That’s not selling. That’s partnering.
Mirror Their Language
Pay attention to how your customer describes their challenges. When you reflect their words in your solution, it shows understanding and authenticity. They’ll feel like you “get it.” Because you do.
Help Them See What’s Possible
Once you understand the full picture, paint a vision of what life could look like without the problem. Highlight the emotional payoff—less stress, more clarity, renewed confidence. Use examples that feel relevant to them.
Listen for What’s Not Being Said
Sometimes the real story isn’t in the words—it’s in the quiet. Fear, hesitation, or doubt might be left unspoken. Your job is to notice and respond with patience and understanding. You’re not pushing; you’re guiding.
Key Takeaways
- It’s not about you—it’s about them
- Ask better, deeper questions. Curiosity opens doors
- Mirror their language to create connection
- Paint the vision—help them see life with the problem solved
- Listen for what’s unspoken—there’s gold there
When you lead with intention and care, you go from being a seller to someone people trust—and that’s where real impact and results begin.
Watch & Subscribe
🎥 Watch the full episode on YouTube: Click here
Don’t miss the next episode, where we go even deeper into the power of words, building rapport, and strategies that actually move the needle. Subscribe now so you never miss an episode and start transforming your sales conversations today.
Stay blessed,
💜 Diana
Connect with Diana:
- Go deeper with Diana’s Intimate Group Coaching Online Experience