Address the customer’s needs and concerns from "summary" of The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
In order to be successful in sales, it is crucial to focus on addressing the customer's needs and concerns. This means taking the time to understand what the customer is looking for and tailoring your approach to meet those specific needs. By doing so, you can build rapport with the customer and establish a level of trust that is essential for closing the deal. When addressing the customer's needs and concerns, it is important to listen carefully to what they are saying. This involves more than just hearing their words – it requires active listening and paying attention to their tone and body language as well. By doing so, you can gain valuable insights into what is important to the customer and how you can best meet their needs. Once you have a clear unders...
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