Anticipate and address customer needs before they arise from "summary" of The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
To truly excel in sales, it is essential to have a deep understanding of your customers and their needs. One key aspect of this understanding is the ability to anticipate and address those needs before they even arise. By being proactive rather than reactive, you can demonstrate to your customers that you are not just a salesperson, but a trusted advisor who is looking out for their best interests. Anticipating and addressing customer needs before they arise requires a combination of empathy, insight, and a thorough understanding of your product or service. It is not enough to simply react to the needs that your customers express; you must also be able to identify underlying needs that they may not even be aware of themselves. This requires active listening, careful observation, and a willingness to ask probing questions t...
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