Premature
I can’t tell you how many deals I’ve seen get lost before they’re begun because a sales person starts a meeting with a canned slide show without ever truly understanding what the customer is looking for.
Your first job is not to present your information. It’s to listen to the customer. Only once you’ve completed a thorough needs analysis can you create the right customized presentation for your client. Customized presentations close more business, more often.
Remember the old adage: “People don’t care how much you know until they know how much you care.” This is true in relationships, and it’s true in sales.
I hope these highlights gave you a few ideas to think over or try out in your own sales routine.
No comments:
Post a Comment