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Originally Posted by doged
Completely agree however we have to be able to ask the correct questions to discover the needs and wants. We usually start by asking the customer, what areas of concern do you have or, what are your expectations? Repeat the concern with your solution back to the customer, then ask if they have any other concerns. Most of the time I get unseasoned sales people calling on me who like to talk and not listen. That’s exactly how you build abjections not relationships.
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Very good points.
Actually, I was looking at it more from the people side of things. You know, just being yourself and always trying to encourage any conversation that could help both you and the customer get to know each other a little better.