One of the biggest mistakes new salespeople make is to adopt a “push” mindset, which drives them to think first of presenting what they have to offer. A seasoned sales pro though, knows the best approach starts with a customer-oriented mindset that leads more toward getting to know the customer (and his or her needs) through artful questioning.
Start by embracing the fact that what you have to offer does not solve all problems for all customers. It simply isn’t for everyone. You know your solution will be ideal for a good number of customers’ problems, so your main mission is not to push your solution to everyone and let them figure out how to apply it, but to find customers for whom your solution can truly make life better. Stop selling to people, and start sorting through the people you meet (courteously) to find the customers you’re looking for.
Read more: http://www.cpsa.com/newsletters/articleRead.aspx?articleID=415
