It is essential to understand the customer's underlying needs and motivations from "summary" of Making Major Sales by Neil Rackham
To be successful in making major sales, you must go beyond surface-level interactions with customers. It is not enough to simply ask them what they want or need. Instead, you must dig deeper to uncover their underlying needs and motivations. This requires a more nuanced approach that involves active listening, observation, and empathy. Understanding the customer's underlying needs and motivations is essential because it allows you to tailor your sales pitch to their specific desires and concerns. By getting to the root of what drives their decision-making process, you can position your product or service as the solution to their problems. This not only increases the likelihood of making a sale but also builds trust and credibility with the customer. To uncove...
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