Too many salespeople overlook this fundamental rule — the customer defines value, not the salesperson.
The salesperson’s objective is to get the customer to share what they (the customer) want and need. This takes time and a willingness to ask the right questions and to listen.
If you want to maximize your close ratio and your profit, you must stop being the salesperson who shows up with all the answers and “tells” the customer what is value.
Check out the below video to see what I mean…
Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.