Understanding the needs of the buyer is the critical component of any sales process, and successfully doing so encompasses a wide spectrum of sales best practices. Joining us to shed light on this topic is Force Management Facilitator John Boney. In his first appearance on the Audible-Ready Sales Podcast, John hammers home the strategies necessary to get to the root of a customer’s pain. He discusses:
- The importance of active listening.
- Identifying patterns while refraining from assumption-making.
- Conducting a thorough needs assessment during a customer conversation.
- Dealing with a buyer’s resistance to questioning.
- The need for quantifiable metrics.
- The WAIT acronym: “Why Am I Talking?”
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