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>> Most average or newbie salespeople think that they’re supposed to sell you the pen, when a really seasoned salesperson will actually turn it into a qualifyin
by ZenPro 12y ago
>> Most average or newbie salespeople think that they’re supposed to sell you the pen, when a really seasoned salesperson will actually turn it into a qualifying session to find out what you need. That’s the truth of it. It’s like trying to sell someone a house and you don’t know if they’re in the market for a house, what kind of house they want, how many kids – so how can you sell someone a house? That’s the point.
Probably the best distillation of customer development I have heard in one sentence.
Every sales pitch is a qualifying session. If you listen well enough your customer might just tell you something you want to hear...
- moron4hire 12y agoThat's funny. I was recently relating a story to my parents about my (past) experiences with online dating. I basically summarized it as "your first task is not to convince someone to go out with you, it's to determine if you're talking to a bot or not." And that's basically it, figure out if you're even talking to the right kind of person for what you're selling.