Observe, record, and predict
Much of science involves the careful observation of nature, recording your findings, and making predictions based on your observations. Sales follows a similar framework.
The key is to limit your talk time and listen to what your prospects are saying. When prospects talk extensively about their situation, you have already pulled the right strings.
Keep them talking. Observe their behavior. Discern their needs based on their statements. Design and propose a solution that squarely addresses their problems.
Ask the right questions. Probe for relevant answers. And truly listen. That is what top-notch selling is all about.
Source: Sales author Max Altschuler
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