---
title: "Discussion on \"The Art of Winning a Client\" | Hashnode"
description: "Discussion on \"The Art of Winning a Client\". How buyer behavior is changing—and what great salespeople understand about attention, trust, and timing."
url: "https://hashnode.com/posts/the-art-of-winning-a-client/6aa6b92d7c82b6be9025c88d"
---

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Discussion

# [The Art of Winning a Client](https://sarikalal.hashnode.dev/the-art-of-winning-a-client?utm_source=hashnode&utm_medium=feed)

How buyer behavior is changing—and what great salespeople understand about attention, trust, and timing.

Sep 13 · 8 min read · sarikalal.hashnode.dev  
Read the article

-   [#sales](https://hashnode.com/tag/sales)
-   [#b2b-sales](https://hashnode.com/tag/b2b-sales)
-   [#buyer-psychology](https://hashnode.com/tag/buyer-psychology)
-   [#customer-experience](https://hashnode.com/tag/customer-experience)
-   [#sales-strategy](https://hashnode.com/tag/sales-strategy)

## Written by

[Sarika Lal](https://hashnode.com/@thesarikalal)

@thesarikalal · Kolkata, India

  
[View profile](https://hashnode.com/@thesarikalal)

Building better products, one thoughtful decision at a time.

A product professional who writes about software engineering, APIs, and product thinking through real-world experience.

## Responses 3

Markdown supported · ⌘↵ to post

[StackShortlist](https://hashnode.com/@veristria)

[Oct 16](https://hashnode.com/posts/the-art-of-winning-a-client/6aa6b92d7c82b6be9025c88d/comment/6ad1bc647d098ccb61741a26)

Agree that the conversation starts before the first call now. Most buyers I talk to have already read the pricing page and two competitor reviews. So the first five minutes go better when you ask what they've already ruled out, not when you open with the demo.

[Sarika Lal](https://hashnode.com/@thesarikalal)

[Oct 16](https://hashnode.com/posts/the-art-of-winning-a-client/6aa6b92d7c82b6be9025c88d/comment/6ad1bc647d098ccb61741a26#reply-6ad21050ecf949c4f16d3149)

Absolutely agree! When it comes to services, I believe the first step is always to listen. Understanding what the buyer actually needs helps us figure out what we can genuinely offer.

Sometimes that conversation closes a deal, and sometimes it simply leaves someone feeling heard and understood. Either way, it builds trust. And that's how companies quietly build their reputation. Even if the need isn't there today, when it arises tomorrow, people are more likely to remember the ones who took the time to understand them.

[StackShortlist](https://hashnode.com/@veristria)

[Oct 16](https://hashnode.com/posts/the-art-of-winning-a-client/6aa6b92d7c82b6be9025c88d/comment/6ad1bc647d098ccb61741a26#reply-6ad2a9873155b5a0737af463)

Well put. The calls that did not close often came back months later as referrals, simply because the person remembered being listened to. Taking a short note of what they needed makes the follow up much more personal when the timing finally fits.