Personalize interactions with buyers from "summary" of SPIN® -Selling by Neil Rackham
To build rapport with buyers, it is important to tailor your interactions to their specific needs and preferences. This involves taking the time to understand their unique situation and challenges, and then adapting your approach accordingly. By personalizing your interactions, you demonstrate to buyers that you value their individuality and are committed to finding solutions that are relevant and meaningful to them.
One way to personalize interactions with buyers is to ask thoughtful questions that delve into their specific needs and concerns. These questions should be open-ended and designed to uncover information that will help you better understand the buyer's situation. By showing a genuine interest in their needs, you can build trust and establish a more meaningful connection with the buyer.
Another importan...
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