Sales Tip - Educate Your Clients
Your prospects will not know all they need to know about your solution. To help them understand your solution, you must ask good questions and then listen carefully. You have to first understand their needs before you can educate them on the benefits you can offer.
Although for many sales professionals it's difficult to be quiet, great sales professionals are great listeners. When you listen to clients' needs more than you're thinking about what you want to sell, they will see that you care.
You want to build trust and to be seen as a consultant -- this approach gains the respect of your client. They value what you have to say because you cared enough to ask the right questions.
Source: Sales trainer/manager Stu Schlackman