Although you may not think about this in your day to day sales work – what is most important to a person, project, organization shifts all of the time.
That means you need to keep asking questions and reconfirming what you’ve learned.
Before you craft your questions think of:
1. the result they are working to achieve.
2. the work it takes to get from where they are to that result.
3. the special sauce they receive working with you (not your company… YOU).
This week focus on making sure you rediscover what the THREE most important things are to your customer.