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RAB Research Archive

Look at it from their perspective



Leave your world behind when you make sales calls.

One of the most powerful words in a sales professional's verbal arsenal is "your." Most salespeople focus on "our products," "our services" and "the history of our company." Pros prefer to talk about "your needs," "your experiences" and "your results."

As a customer, you don't think about the salesperson, their product, or their commission. You think about how the product or service might solve your problem. You think about your budget and your priorities. You think about how the product makes you feel.

Source: Sales author/consultant Steve Kraner





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