Selling solutions cannot be one-way communication from the salesperson to the customer. A good salesperson will ensure they understand what challenges and business pains the customer faces. They will identify the business issues or problems very early on in the sales process in order to help them understand the sales opportunity more clearly. Once a salesperson knows and understands what those issues are, then they can talk to customers about product benefits that will solve them. For more insight on sales success, read "Top ten things a sales person needs to be successful".
At Terry Forsey Consulting we offer sales consultancy and sales coaching services to suit your individual needs and budget, please contact us on 01536 771440 or register for a free no obligation consultation.