Have you ever had a sales call turn out differently than you expected?
… But just before the meeting ended, he asked one more question that I think changed everything…
…I start by asking the usual sales 101 question, “what are your most important needs…” WRONG!
Focusing on the goals of your customer puts you squarely in the center of their business. In fact Michael Bosworth, in Customer Centric Selling, writes “experience has taught us that it is far easier for sales professionals to get a buyer to share a goal than to admit a problem.” Goals are what you want […]