As Jeffrey Gitomer says “Client’s see you for their reasons not yours!”
To often, in sales, salespeople get so excited(or desperate!) about their chances of selling that they end up simply talking about themselves, their company and their amazing product, that they actually forget that there’s another human being involved in the discussion, who, right now, is basically getting talked at!
We need to uncover the client’s story! We need to discover their reason for seeing us and the value that they are hoping to get out of the meeting!
The best way of doing this is to …. ASK!
My challenge this week – in all your meetings ASK more than you speak. You’ll find yourself with a client that feels respected and great information to use in your proposal!
Go for it!
