Sell From a Position of Intelligence

You have to understand the customer’s situation, the points of pain, and how you’re uniquely and differentiated and qualified to solve it. That means taking time to understand what’s really going on in the customer’s world and guiding them through the decision process to a place where the natural and logical conclusion is to partner and do business together.

That’s not about scripts. That’s about curiosity, empathy and intelligently leveraging technology to know more.