Do You Make This Mistake When Presenting?
From the JustSell.com daily email:
sales lesson:
Harvard Business School Professor emeritus Theodore Levitt once said, “people don’t want a quarter-inch drill, they want a quarter-inch hole.”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.
Utterly profound. The professor’s quote is brilliant. And the last line of the sales point is one we preach - if you don’t have a good solution, go find a new prospect.
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Posted By Derrick Moe | Sales Techniques | |
