Sales Tip #470 From The Sales Doctor
Stop Selling and Start Solving
There is an old saying that I learned many years ago: “People don’t want to be
sold but they do like to buy.”
Your assignment is to determine as quickly as possible what challenges or
problems they are currently experiencing. That won’t happen if you are telling
and selling.
In simple terms, what are their pain points? Once you uncover their pain with
open-ended questions, you have an opportunity to become a solution provider
and not just another salesperson trying to sell a product or service.
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