Too many salespeople either fail completely or never really succeed because they think selling is about them. It isn't.
It's about customers — and customers only. Here are 23 ways to improve your sales performance by getting better focused on customers:
|1. Look for the demons and dreams.
In other words, be alert to a customer's hopes and fears — what they want to gain and what they don't want to lose. That's what they care about, not a sales pitch.
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