Why Removing a Customer’s Current Pain Is Not Enough
Experienced sales people know that their primary task is to identify and resolve a customer’s need. Look for pain points and propose solutions to remove the pain. Customers know this too which is why they often want to shortcut the selling process by quickly categorizing your proposal and focusing on the price for pain removal. How you react defines how seriously the customer will consider your proposal. This is the decisive moment. How will you …
