HERE ARE FOUR THINGS YOU SHOULD DO TO MAKE YOUR SELLING WORK FOR YOU
1. Learn to listen as if your livelihood depended on grasping every word that comes from your prospect or customer – because it does, really does.
2. Take notes and be careful to write down the exact terminology they use, that way you can repeat it back to them in your questioning, before you provide them with your eventual recommendation.
3. Never just jump in with your recommendation, no matter how tempted you may be until you have fully developed a full understanding of their issues.
4. You need to get them thinking more about the problems they face and any other challenges before you progress further. The more you build value in your product or service that is relative to what they want to achieve, the more receptive they will be to your suggestions.
Peter Collins
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