What is the biggest lesson you’ve learned during your career in sales?
Most important lesson?
A NO today could be a yes tomorrow, Its all about timing.
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One of the biggest lessons I’ve learned is the importance of truly listening to your prospects and understanding their needs and pain points. A customer of one of my main competitors called in one time and they had a slightly different business model than the regular company using our product. So, prior to the call, I looked them up and put in the effort to understand their business. During the call, I asked more in-depth questions and carefully listened to their answers, which allowed me to comprehend their unique situation. Because I understood their business model and their goals, I could also describe how my software would be better for them than my competitor’s in helping them get to where they wanted to go. Carefully listening to their needs and unique challenges gave me an edge over the other players in the market and helped me convert them into customers.