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Many sales reps think that the more they speak about their product, the better at selling they will get. Nothing can be farther from reality! Buyers are not interested in hearing your harp about your revolutionary product. Buyers want to be heard. They want to feel important. They need to know that you are trying to solve their problem and not just hit your sales target. You have to make them believe that they are a priority and that you are there for them. The way to do this is to ask your buyers more questions than making statements about your products or services. Ask them insightful questions about their processes and operations. Get them to open up about the problem that your product or service will solve. Let the buyer do most of the talking. Engage them smartly and make it a fruitful conversation for them. The more the buyer opens up, the easier it gets for you to close them.

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