Principle Three – OUTCOME – Know what your customer wants
The best salespeople know what their customers want, know their problem and know how to solve it. Many salespeople only sell based on their own opinion. Great salespeople people ask quality questions and really listen to find out what the customers needs are. They speak less and listen more.
Ask quality questions to elicit the outcome the customer wants (what problem do they want solved) the next step is understand where the customer is right now and find the way to get over the bridge to get them to the other side. Find a way to achieve a positive result for you and the customer.
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