‘5 Ways to Sell Smarter, Not Harder’ – ‘Entrepreneur’ Blog
Danny Wong says, “In sales, your customers are your toughest critics. Wary that they may be charmed into purchasing snake oil, they immediately put up their guard and find any excuse not to spend their hard-earned money. But smart entrepreneurs and salespeople find ways to build rapport with potential customers and then demonstrate the value of their product or service.
To become more skilled at generating buy-in with prospects andconsistently close sales, here are five tips to sell smarter.
1. Explore their latent needs.
Customers do not always know how to articulate their needs. While they may say that they want to grow their Facebook fan base, their biggest priority may be to improve their organic reach.
Learn how to identify latent needs, and find opportunities to make users more successful at their job. With a deeper understanding of what your customers truly care about, you can spot the items that are real deal breakers and remove them from the conversation“.
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