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A little thing that makes a big difference in sales There are many small things in sales that can make a big difference to results. One of these things is the ability to see things from the perspective of your prospects and clients. When you can do this it makes it easier to understand what is driving their behaviour and what will motivate them to buy. You will get insights into possible objections they may have and how much they would be willing to pay for your solution. I can hear you saying that this all seems a bit first grade......and I would definitely agree! Yet how many people in sales forget to do it in the chase to hit their targets? It is amazing how quickly clients find the answer to their sales problems by just being reminded to stand in their customers shoes for a moment. They normally agree that they would have behaved in exactly the same if the tables had been turned!

Contributed by Richard White on February 29, 2008, at 8:17 AM UTC.

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This intel was contributed by Richard White Richard White

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