Many salespeople fall into the trap of discussing benefits and features of a product without really addressing the main issues or concerns of the buyer.
The question that all customers want answered is, “what’s in it for me?”
Qualifying and identifying the customer’s needs are essential components in the sales process.
This training video discusses the benefits of well thought out and well delivered questions and how this can lead to the discovery of what the buyer really wants – and ultimately a sale!
The information within this minute video can be applied to any sales situation.