My recent post about changing business challenges as the business cycle turns prompted the sales consultant extraordinaire, Kathy Maixner, to send me the questions that sales people should be asking today. My favorite:
What is the toughest thing for my buyer to handle during these
challenging times? How can I help my
buyer in dealing with this challenge – or can I??? Am I using logic to explain away my buyer’s fears – or am I
letting him/her explain their concerns without judgment on my part, while I
remain empathetic?
You can get her entire article by shooting Kathy an email.