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Utilize a consultative approach to uncover hidden needs from "summary" of SNAP Selling by Jill Konrath
Sales success hinges on understanding what customers truly want, often buried beneath surface-level requests. Engaging with prospects through thoughtful questions opens the door to discover underlying challenges they may not even recognize themselves. This process transforms the interaction from a mere transaction into a partnership built on trust and insight. Active listening plays a vital role in this dynamic. By tuning into both verbal and non-verbal cues, sales professionals can identify discrepancies between what clients say and what they actually need. This requires patience and an open mind, as genuine curiosity fosters deeper conversations. It’s essential to create an environment where clients feel comfortable sharing their thoughts, allowing for a more honest dialogue. Flexibility is equally important. Each interaction should be tailored to the individual, recogni...
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