Understanding your prospects business objectives will lead to a partnership relationship. This starts with a service oriented mindset that leads to asking valuable Sales Discovery Questions.
Most, if not all business buying decisions are tied to a business objective which is usually tied to increasing profit. If your product or service cannot be tied to making the business better in your buyer’s eye it won’t matter if you are offering a time machine at 50% off. So why don’t more sales people take time learning what the business objective is? I believe the answer lies in their discomfort or not understanding how. (Which I will address in the next blog)