The Professional Salesperson ( 6 of 12): Qualifying Your Customer

Qualifying Your Customer by Tom Hopkins (Classic)  I’ve been turned off by a person in sales who says things like “this is the home for you,” “you should take this car it’s the best,” or “I know just what you need!” How many of you have ever been put off by people like that? What they’re doing is steering you, they are pushing you. Too many people in sales do this and that’s why the new breed of salesperson does not put their focus on what they think you should purchase. They’re going to ask questions and find out what your needs are.