Your Customers’ “Why” Is More Important Than Their “Want”

In my latest article for entrepreneur.com I encourage you to stop trying to figure out what the customer wants, and instead figure out why they want it.

If you’re looking for one change to your sales presentation that could help you to have your biggest year ever, try this: Stop trying to figure out what your customer wants.

Too many salespeople become consumed with finding solutions. Their minds race forward to the answers without asking the right questions.

Determining what the customer wants is all about what your prospect is moving to. Great salespeople are obsessed with understanding what the customer is moving from.

You can read the entire article here.