Selling Solutions vs. Solving Problems
If you want to engage more new prospects and deepen your relationships with current clients, then you must live in the world of their problems. Salespeople too often live in the world of solutions. Solutions are important, but if the conversation isn’t wallowing in their problems, then engagement will be minimal.
Check out this article to read about four best practices that will help salespeople focus on their customers’ problems:
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Five Core Beliefs of Modern-Day Selling