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Ask the potential customer questions and then calculate what a customer can save with your solution to their problem, Richard P. Farrell advised salespeople at a Mid-West Fastener Association conference.
In the past, salespeople could score points with a customer by providing information.
“Today customers have unlimited access to information,” observed Farrell of Chicago-based Tangent Knowledge Systems. “Let your fingers do the walking to Google.”
What you need to do is to provide solutions, Farrell said. But first you need to know what the customer’s problems are.
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