This reminder is from the daily JustSell.com email:
Harvard Business School Professor Emeritus Theodore Levitt once said, “People don’t want a quarter-inch drill, they want a quarter-inch hole.”
The sales point: your prospect doesn’t want a product; she wants a solution. You need to listen to uncover your prospect’s hidden needs, and then sell your product as a solution. It’s not about what you’re selling – it’s about how what you’re selling can help the customer. Be valuable.
And remember – a good salesperson walks away if he cannot truly help his prospect.
That last sentence is difficult for many salespeople.