Sell yourself and sell the problem, before you sell the solution. Notice and nurture that sequence. If the customer doesn’t buy you, he won’t the product you are selling. By the same token, if the customer doesn’t feel his pain, he’ll never appreciate your cure. So, sell the pain first. Why most salespeople get the
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Make the sale about the buyer, not you. It’s never about you anyway…. Once the buyer feels understood, proceed to show him why what he wants is not feasible “I’m selling handkerchiefs. Please buy one. I’m selling them to raise money for my child’s fees.“ So the lady hawker said. Would you buy? Hold that
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