For Success in Sales, Learn Your Customer’s Backstory

In my most recent article for Entrepreneur.com, I would like to offer you possibly the most important piece of sales advice that I have…

Whenever I meet someone just embarking on a sales career, I gladly offer this important advice: Learn your customer’s backstory.

Every customer has one, but most salespeople don’t bother to find out what it is. They fret about what the customer is moving to, rather than what the customer is coming from.

Think about how you begin your sales conversation, I advise the eager young salesperson. If your questions begin with the word “what” you’re probably using a to strategy. The from strategy depends on the word “why.”

Read the entire article on how to achieve sales success by learning your customer’s backstory here.