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The best things I learned in training: Starting a sales call (part 2)

Always start your sales meetings with a statement of how you understand what the customer is trying to accomplish. Be explicit and ask the client if your understanding is correct.

If it is, you are all on the same page

If it isn't, you avoid wasting time and have a natural reason for asking the client to clarify what it is they are trying to accomplish

Often the clients' thinking has evolved since last you met - and starting with your understanding surfaces any changes...

This technique is also useful

  1. When the client shares information with you and

  2. When you think you know what the client wants

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