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Understanding customer needs and desires is crucial in sales from "summary" of The Psychology of Selling by Brian Tracy
Understanding the needs and desires of customers is absolutely essential when it comes to selling. In fact, it is the foundation of successful sales. Without a deep understanding of what motivates your customers, it is virtually impossible to effectively sell to them. Customers are not interested in what you have to offer unless it directly addresses their unique needs and desires. One of the first steps in understanding your customers is to truly listen to them. This means paying attention to not only what they say, but also what they don't say. Often, customers may not explicitly state their needs and desires, so it is up to you as the salesperson to read between the lines and infer what they truly want. By listening carefully and observing their body language, you can ga...
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