Customers value salespeople and consultants who make them think and bring new ideas. The best way to do that is to ask questions that others are unable or unwilling to ask. And where do these questions come from you may ask. They come from your technical expertise, your knowledge of the industry, or your knowledge of the prospect and his or her business. The best use of your knowledge is a base from which to ask questions, not a repository of information from which to make a presentation.
Your value to the customer
January 29, 2015 by
