Great Salespeople Don't Respond. They Predict.

I was ready to pay thousands to add a washer/dryer to my bathroom so I don’t have to lug laundry baskets downstairs anymore. I had several contractors come out to give me bids.

Most of them did exactly what I asked. They talked about adding a dryer vent, running new lines, and tearing out cabinets and walls to make everything fit. Then one guy paused and said, “Why don’t you consider one of those new washer/dryer combos?”

I hadn’t even heard of them. Apparently, there’s a new kind that doesn’t require a dryer vent — it washes and dries in the same machine. Takes up half the space.

It wasn’t EXACTLY what I asked for, but would save me a ton of money.

Brilliant.

He didn’t just RESPOND to my request. He anticipated what I ACTUALLY needed. That’s what great salespeople do. They don’t just listen; they predict.
Now, I know what you’re thinking: “But Katie, you always tell us to listen to the customer!”

And you’re right. With new customers, listening is everything. That’s how you uncover their headaches, their frustrations, the real problems behind the purchase. But once they become a customer, the job changes.

The best salespeople stop reacting and start anticipating. They know their products inside out, they know their customers’ patterns, and they can see the problems coming before the customer does.

One rep I know is brilliant at this. He reviews his accounts regularly, checks what’s aging out, looks at the customer’s upcoming goals, and brings ideas before they ask. He’s not an order-taker; he’s a partner, and as a result, he’s been a top performer for years and has constant job offers from various companies.

Learn from him. Don’t wait for your customer to call you. Real partners don’t wait for instructions. They think three steps ahead, call with insights, and show the path forward before the customer even knows there’s a fork in the road.

Customers don’t want order-takers. They want partners. Stop waiting for the call. Start making it.

What has your experience been like? Share with me in the comments!

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