Some sales people seem to have the gift of being clairvoyent. They see multi-dimensionally and can tie pieces of several puzzles together to make one beautiful picture.
I don't have the gift but by asking questions and listening I have been able to make up for not being clairvoyent. Be inquisitive. Practice asking the probing questions. One that I use sincerely is "Are there any plagues in your life right now? I've got a lot of contacts after 33 years in this business, maybe one of those could help if I can't." It is surprising the number of times the client will say that help is needed in another area.
A manufacturing plant in eastern Virginia was consulting with me on a new piece of equipment that would increase their own equipments' efficiency. The question was asked and another whole opportunity unveiled itself for a different item for a different piece of equipment. While I had given sales coverage for this item previously, enough tiime had passed and the new problem so new that neither the customer nor I had put the two together.
Keep your head up, eyes and ears open, ask questions and listen.
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