by Terence P Argue
(Brighton Mi 48116 USA)
I would like to penetrate the healthcare market with a more positive approach, in terms of customer needs in Larger sales
I can't really comment too much. As I don't really understand your question.
However, I caution you about "needs".
It's fine to look for customer needs but using "needs" in your language is one of the ways you can shoot yourself in the foot selling.
The problem with "needs" is that they are not negotiable. You may be able to sell your way around this but why create the problem in the first place ?
So, DO NOT ask the prospect what they need. Much better to ask them what they are after or what do they want.
Hope this is of some use and I haven't misread your comment, Greg
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