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Provide tailored solutions from "summary" of SPIN® -Selling by Neil Rackham
To be successful in sales, it is important to understand the concept of providing tailored solutions to customers. This means that instead of offering a one-size-fits-all approach, salespeople need to take the time to understand their customer's unique needs and preferences. By doing so, they can offer solutions that are specifically designed to meet those needs. Tailored solutions are not just about customizing a product or service to fit a customer's requirements. It's about truly understanding what the customer is looking for and addressing their concerns in a way that is meaningful to them. This requires active listening and asking the right questions to uncover the customer's pain points and desires. One of the key principles of SPIN® Selling is uncovering ...
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