Most people in sales get so caught up in their own needs - 'I gotta make this sale!' - that they don't listen to the customer's pain. What discomfort is the potential buyer feeling? During tough economic times, for example, people will buy luxury items like jewelry. Why? To make themselves feel better. Your product can help alleviate the customer's pain, but only if you can figure out where it hurts.
- Dr. G. Clotaire Rapaille
www.rapailleinstitute.com
I've learned something interesting today.
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