Systems News - Used Office Furniture

Link: http://systemsnews.com/newsletter/2008/Nltr01-14-08.pdf

The Sale Seems to be Driven by the Customer

Great sales people give so much apparent control to customers that the customer seem to sell the products to themselves.

They do this by being incredibly sensitive to the customer's situation and state of mind, then nudging gently with the right questions such that the customer realizes their need and ends up asking for the product.

They have turned causal conversation into an art, persuading by subtle inference and influence rather than more overt presentation and persuasive talk.

How sensitive and subtle are you when it comes to the customer?