Diana Zaya’s Post

Years ago, I handled corporate sales for a major hotel brand in downtown Chicago. I was working with a prospective client who wanted to host a large training group. The prospect stated her need for a hotel in Gold Coast, which is where I was located however, their training facility was in the Loop. For any non-Chicagoan's, this is a world away. When I asked why, she mentioned they were taking in a Cubs game and also wanted to host a nice dinner and Gold Coast seemed central. While I understood the initial need of a Gold Coast hotel, probing further and uncovering the "why" gave me greater insights into her hidden needs. I was able to refer her to a partner restaurant for dinner and explained how our location was the closest hotel to Lake Shore Drive which would allow her to beat the city traffic getting to both of her destinations. Having that knowledge and using it to better assist her helped me to secure the sale. Moral of the story, it's important to ask why and to continue to ask why until we have a complete picture of the prospect's situation. Only then, can we assist to the best of our ability, creating a win-win outcome for all. #thepowerofwhy #sales #saleslife #knowthewhy #needbehindtheneed #realestate #realestatebusiness #realestateagent