Unlimited Sales Success

CHAPTER SIX

IDENTIFYING NEEDS ACCURATELY

Nothing splendid has ever been achieved except by those who dared believe that something inside them was superior to the circumstance.

—Bruce Barton

CUSTOMERS BUY for their reasons, not yours. The most important thing you do in the questioning phase of a sales presentation is to uncover the true needs or problems of the prospect that your product or service can fulfill or solve.

Selling is both a science and an art. Top salespeople have a set of skills they can use to establish higher levels of rapport and to separate prospects from suspects. By learning and practicing a series of powerful, proven skills used by high-performing salespeople everywhere, you can dramatically increase your effectiveness ...