From the course: Solution Sales
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Find out the client's need
From the course: Solution Sales
Find out the client's need
- The best sales calls rarely feel like anything more than a productive business conversation between two parties. Customers tell me that in really effective sales calls, they didn't feel like they were being sold to. That's because they didn't feel like they were being pitched to or pressured to buy from someone using selling tactics. Instead, those buyers felt like the meeting was about their goals and objectives, and they were no doubt being sold to though. And that's the beauty of solution selling. It has an entirely different tone. It focuses on the client's objectives versus the seller's objectives. Think of it this way. Let's say you're selling travel services and vacation planning. And if I come to you and say, "I'm burnt out at work and I need to chill out and relax, where can you send me?" Odds are you'll make suggestions like a resort, or a beach, or maybe the mountains, all good places to unplug and rest,…
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