In a sales training class I heard the following story...I think it is worth sharing.
The sales training instructor said..."the other day my wife told me I needed to get glasses". So he asked the sales training students..."what do you think I should do next". One student said...have your eyes checked professionally. Another said...go the the optometrist for a check up. And one by one...every student agreed that was a reasonable course of action...no one had any better ideas.
The instructor then related this story. My wife and I went on a vacation to California last month. We went to Northern California's wine country and enjoyed a few wine tastings. We decided on several types to purchase and had a few cases shipped to our home. Several weeks later my wife and I were in our kitchen and decided we would have some friends over to share the wine we purchased. I opened up the kitchen cabinet and found only two wine glasses. I asked my wife if that is all we had. She said, "yes...I think you need to get glasses".
The sales lesson here is...not to jump to conclusions about what a prospect needs. But instead, to ask some detailed questions...and get a better understanding of the prospect's true needs.
Excellent Selling!
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