Develop a deep understanding of your customers’ businesses from "summary" of The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
To be successful in strategic selling, it is essential to truly understand your customers' businesses. This goes beyond surface-level knowledge - it requires a deep understanding of their industry, challenges, goals, and opportunities. By developing this level of understanding, you can position yourself as a trusted advisor rather than just a salesperson. One key aspect of understanding your customers' businesses is knowing their industry inside and out. This includes being aware of current trends, market dynamics, and competitive landscape. By having this knowledge, you can tailor your sales approach to address specific industry challenges and offer solutions that are truly val...
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