Now more than ever we should realize Jeffrey Gitomer is right every time he says, “No one likes to be sold, but everyone likes to buy.” Top performers succeed in sales using questions, while average performers let themselves be controlled by the sales process. Ask more questions, then shut up and listen. Listen with the intent to hear. Listen for the pleasure and pain in their lives.
My friend Larry Kendall says it this way. “Never offer a solution until you clarify the problem” and I love it when I hear him say “You can’t be the answer to someone’s prayers until you know what they are praying for.”
We all are selling something. The question is does anyone want to buy?……..have a great week………..