Great salespeople understand the moods of stakeholders and base their behavior on those moods.

Unfortunately, this skill isn’t natural for all salespeople; thus, we created a method of encouraging customers to reveal their moods to us by asking one, simple question.

So What’s The Question? 

Upon greeting your customer, ask them “Are you ready for [fill in the blank]?”

There is always something to be ready for, depending on the time of year. For example, “Are you ready for the Super Bowl, or Valentine’s Day, or warmer weather, etc.?”

If they run on about a Super Bowl party, then they are ready to socialize. If they blow off your question and ask you how long your meeting will last, then they are in a task-oriented mood.