Increase sales by focusing on the prospect’s perspective

An optimal salesperson always looks at a deal from the prospect’s perspective. The optimal salesperson does not close sales because they dazzle the prospect with knowledge and persuasive speech. The optimal salesperson increases business by knowing exactly what is important to the prospect and demonstrating their product or service will deliver that solution. The optimal salesperson understands that price, features, and benefits may not be as important to a decision maker as are some unknown criterion the salesperson could not possibly imagine. The important sales technique in this lesson is to toss your brochures and presentations aside and ask questions of the prospect to discover what it is they are looking for.