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It's About the Customer, Not You


If you answered ๐—–, ๐Ÿฐ๐Ÿณ ๐—บ๐—ถ๐—ป๐˜‚๐˜๐—ฒ๐˜€, you're correct. Researchers also found that only 13% of customers believe a salesperson can understand their needs. Maybe there's a correlation?


Too many people in sales still do not get it. It's about the customer, not you. How can you understand their true needs if you are doing all the talking. Great salespeople know how to ask the right questions that will uncover the 6 essential takeaways necessary to have a chance at selling a potential customer a solution. Here's what I use to help me stay on track for a productive sales call:


๐—š ๐—– ๐—– ๐—ง ๐—” ๐—•


๐—š = ๐—š๐—ผ๐—ฎ๐—น๐˜€: What are your prospect's objectives?

๐—– = ๐—–๐—ต๐—ฎ๐—น๐—น๐—ฒ๐—ป๐—ด๐—ฒ๐˜€: What are their specific problems/needs?

๐—– = ๐—–๐—ผ๐—ป๐˜€๐—ฒ๐—พ๐˜‚๐—ฒ๐—ป๐—ฐ๐—ฒ๐˜€: What will happen if challenges aren't addressed?

๐—ง = ๐—ง๐—ถ๐—บ๐—ฒ๐—น๐—ถ๐—ป๐—ฒ: When do they want to accomplish their goals?

๐—” = ๐—”๐˜‚๐˜๐—ต๐—ผ๐—ฟ๐—ถ๐˜๐˜†: Who are the decision makers?

๐—• = ๐—•๐˜‚๐—ฑ๐—ด๐—ฒ๐˜: How much money are they willing to invest?


If you're having trouble finding high-performing salespeople, or in need of building a sales team & structure for growth, please schedule a free consultation with me here on my website, or email me at dflynn@skyhawksales.com

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