It might sound like a no-brainer, but it’s still worth noting — buyers want to be understood. According to a report from Salesforce, 84% of business buyers are more likely to buy from sales reps who understand their goals. That same study also found that 57% of those buyers believe reps lack adequate knowledge of their business.
So while it might be obvious that buyers want sales reps to be hip to their specific interests and circumstances, developing that kind of understanding isn’t so straightforward. One way to get there is through a methodology known as consultative selling. Let’s
This post was originally published on this site