From the course: Sales Foundations
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Identify your customer's issues when selling
From the course: Sales Foundations
Identify your customer's issues when selling
- Have you ever been in a conversation with a salesperson where you were amazed at just how focused they were on the product without really the slightest desire to understand what you really needed? I had this happen to me a couple of weeks ago. A salesperson who was selling software, made a call on me. He started off right out of the gate telling me how great their system was and how other clients were just raving about them. He then asked me if I minded if he shared a few of the new and exciting features that their upgraded system could do. You've heard this before. 20 minutes later, I was bored and he hadn't even asked me one question about my business. When it comes to understanding the customer's issues there are two basic points of reference. The first point is derived from the research you do prior to the meeting. Where you have a pretty good idea of what the customer issues are. The second area of reference is…
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