Feb 21, 2018
I was reading a great sales book by Erik Peterson, Three Value Conversations: how to create and elevate and capture customer value at every stage of the long lead sale. Ok, the subtitle is very long. Just remember the name of the book is Three Value Conversations.
One thing that struck me is the idea of finding the unexpected needs of your customers. Erik noted that sales reps are trained and conditioned to be problem-solver for their customers. That's good, but he argues that sales are solving the problems that customers already know.
If you want to chat, reach out on any social media channels or email me at email@example.com.
You can also join my Facebook community: Build Your Marketing Skills to Get Ahead.