Transform sales by changing the way your sales force thinks
Salespeople used to turn up and talk about the benefits and features of their services. Then they switched to needs-based selling where they would just ask the customer lots of questions. However, not only did this take a long time but the customer would often come up with a problem the salesperson couldn’t help solve.
A far more productive route is commercial teaching.
The salesperson presents what the problem is likely to be (based on their research), and then shapes it with the customer to suit their specific situation. The salesperson can then propose a solution for that type of problem. Bingo.
