It is important to be proactive in addressing customer needs from "summary" of Making Major Sales by Neil Rackham
Being proactive in addressing customer needs is a critical aspect of successful sales. It involves taking the initiative to anticipate and meet the needs of customers before they even realize they have them. This proactive approach demonstrates a deep understanding of the customer's business and challenges, and shows a genuine commitment to helping them achieve their goals. By being proactive, sales professionals can position themselves as trusted advisors rather than just another vendor. This level of engagement allows them to build stronger relationships with customers, leading to increased loyalty and repeat business. Additionally, addressing customer needs proactively can help salespeople identify new opportunities for upselling or cross-selling, further driving revenue growth. To be truly proactive ...
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