Get to understand the customer by letting them speak -- at length, if necessary.
Simply put, needs-based selling means determining a customer's needs before you start to propose solutions. Get to understand the customer by letting them speak -- at length, if necessary. When it's time to present, you'll do a better job than those who merely display their products and services and you'll be far better positioned to sustain a long-term customer relationship.
ACTION POINT: Don't propose solutions until you understand your customers needs.
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