“The person who gives answers before understanding the problems is very foolish.” — John C. Maxwell
Have you ever felt like you delivered a powerful and effective sales presentation only to realize that it did not connect with the prospect? This has happened to me on several occasions. I came into a prospect meeting ready, energetic and full of answers. Unfortunately, I later realized that my answers did not address the prospect's problems.
If I asked you, what is the most important information to understand when you are meeting a prospect for a sales appointment, what would you say?
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