Sales Tip #481 From The Sales Doctor
Don’t Be So Quick To Fix!
There is a saying that I use when I’m doing training on How to Conduct a Thorough Needs Analysis:
People seldom identify all of their needs directly.
What they will do is provide what I refer to as Sound Bites, and if you are not following up that sound bite with clarifying questions, you end up making assumptions.
So the next time someone says “your price is too high,” or “I want to think about it,” don’t be so quick to fix. Remember that it’s a sound bite; it’s time ask some clarifying questions.
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