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Uncover pain points from "summary" of SPIN® -Selling by Neil Rackham
As a salesperson, your primary goal is to understand your customer's needs and provide solutions that address those needs. One way to achieve this is by uncovering pain points, or the specific challenges or problems that your customer is facing. By identifying these pain points, you can tailor your sales approach to focus on solving these issues, rather than simply pushing a product or service. To uncover pain points, you must first ask probing questions that delve deep into your customer's situation. These questions should aim to uncover the underlying issues that are affecting your customer's business or personal life. By asking open-ended questions, you can encourage your customer to share more information and provide valuable insights into their pain points. Once you have identified these pain points, it is crucial ...
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