Articles tagged with: understand
Understanding customers doesn’t help the buyer buy
I was speaking with a colleague today who complained that although he understands his customer’s needs – does surveys of every aspect of their decisions (how, when, what) so he ‘knows’ how and what they buy …
How do we sell if we don’t understand needs?
When people first hear about Buying Facilitation™, they ask: ‘But if we can’t ask about needs and discuss our solution, how do we sell?’
The short answer is, you don’t. At least not when you are …
What do Sellers Need to Understand – and When?
As a sales professional, you learn early on that your need to ‘understand’ a buyer. But what, exactly, do you need to understand?
On the sales end of the equation, you NEED to understand the prospect’s situation to make …
