Core human needs…your approach needs to meet them
Human beings have needs beyond any product or service you may supply, with an urge to have these needs met.
Our task as ‘sales professionals’ is to make sure that we are really engaging with our customers so that we can connect with the complex ways in which decisions are made. We must consider the ‘human in the mix’, no matter how sterile we believe the buying environment is. If humans are involved…it is not sterile…we simply need to have the courage to be curious and explore what’s going on for the people taking the decisions.
Suspend your judgement, be curious, listen intently.