Customer-Centric Selling: 8 Deeper Questions to Ask to Understand Your Buyer
FEBRUARY 3, 2020
I once was on the phone with a client who was describing his sales organization to me and he said something that caught my attention: “My people have gotten robotic. They come right out and ask how many seats the prospect has. They don’t even start with asking about their business’ pain points or priorities. We have to find a more eloquent way of driving a conversation without shoving a deal down their throat. We have to start focusing on customer-centric selling.”.