I talk to people about how they sell, all the time, and everyday what I’ve seen a lot of, is salespeople presenting their product or service’s benefits without first finding out what the prospect needs. They want fancy PowerPoints to present what they have to sell, but miss the point that they don’t know what the prospect needs.
In www.sales-scripts.com I try to get across that they need to first find out what the prospect’s needs are, confirm them and then ONLY present the benefits that they have said they need.
Larry
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