Monday, July 5, 2010

Every Buyer Has Problems

Every buyer has problems. Unfortunately, they don’t always meet the right salesperson to help them find the right solution.

To be the right salesperson, you must build enough rapport and trust to “earn” honest answers to questions. And, you must ask enough questions to fully understand the client’s problem.

This is a simple, yet powerful, question that few salespeople ask: “Mr. or Ms. Buyer, what is the biggest problem you would like to solve right now?”

Maybe you can help. Maybe you can’t. Unless you ask the question, you don’t know.

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