What Does Your Customer Really Value?
By Mark HunterSell to the customer’s value expectations, not to your value propositions.
We’ve all heard the rule of listening to what the customer has to say, and there’s not a salesperson who thinks they don’t listen to the customer. Reality, however, is quite the opposite.
I find time after time when I’m working with salespeople across any number of industries that the failure to listen is a huge issue.
Too many salespeople believe that because they know the products they represent much better than the client, they know exactly what the customer will see as real value. It’s as if because … Read the rest