At sales meetings do you focus on selling to the customer, or do you focus on solving their problems?
Customers call us because they want a problem solved.
What problems do your customers have?
How can you solve them faster, better, and with less (no) risk?
Some of the best sales people are great listeners. Then they leave the meeting and take notes in the car or airport, then follow-up with an e-mail to the customer highlighting everything discussed, further evidence they are good listeners and care about the customer. Listen to the customer and everything will take care of itself.