Spend less time trying to close the sale — and more time positioning your solution as the customer’s best choice.
If you don’t know by this point in the sales process at least three reasons why your customer should buy from you — reasons that have been connected to explicit customer needs (so you know they’re important to your customer) — then you have no right to ask for the business. If you have done your homework, however, now is the time to put your understanding to the acid test of preparing a convincing proposal or presentation.
Enjoy greater customer satisfaction and increase your sales by changing your approach to match your customers’ changing perspective throughout the sale.
