Imagine this: You walk into a doctor’s office and without even looking at you, he/she tells you what’s wrong with you. Pulling out the prescription pad, the doctor scribbles out something.

Would you trust a doctor who prescribes your medicines before he even checks what is wrong with you?  If that happens, it’s called malpractice.

So why are some sales people doing the same kind of thing?

A doctor will normally ask questions before he even sends you for further tests.

Likewise, your customer action objective must include a question strategy, in which you uncover your customer’s real needs. That’s the difference between product-pushing and needs-based selling.

Professional selling is helping people to buy.

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[Image by Alexas_Fotos from Pixabay.com]