When You Know Your Customers’ Problems, You Become Their Partner
Your customers will be more honest and open with you. They’ll tell you the real issue and the politics involved with solving it. By focusing on the problem, you’ll win bigger deals in less time.
The easiest way to begin that is to think like the executives at your target customers. Concentrate on the specific issues that these executives have in their daily work.
Once we focus on the problems, then we can go back into what our product does.
[Excerpt from my book – “Stop Hustling, Start Scaling.”]
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