Business and Money Tips

As I learnt from Duane Sparks, author of the best-selling book 'Action Selling'.    Research shows that it's more important to customers that the salesperson understand their needs than that they understand the salesperson's products and services.  Customers have a strong need to feel understood.  The mistake made by many salespeople is to assume that they know what the customer wants. Often the customer misleads the salesperson by stating what he is looking for.  The salesperson would jump the gun and go straight to propose his products and services.   This is a mistake. Even if the customer tells you what he wants, those may not be his needs.  A want is a preference whereas a need is a necessity.  We know that people don't just buy what they want, they must also buy what they need .  A good salesperson will convert all wants into needs , for needs are stronger reasons to buy.   Like you now want to upgrade your phone to iP...