Customers are often looking for a solution to a specific problem or challenge. While a product may be part of the solution, customers may also be interested in services, support, or consulting. Take a holistic approach to understanding their needs, and provide a comprehensive solution.
Some sales reps assume that the customer will clearly articulate their needs and wants. However, customers often don't know what they want, or how to articulate their pain points. Use open-ended questions and active listening to uncover their needs and provide solutions. sales mis