Discovery: How Many Customer Problems Do You Need to Dig Up?

Salespeople are trained to uncover buyers’ needs – both needs they’re well aware of, and needs they haven’t yet clearly formulated in their own minds.

In this Quick Take, you will learn:

• why you need to keep digging – even after you’ve identified the buyer’s problem
• how multiple problems lead to more sales
• and how many problems you should try to surface to maximize your chance of success

Thousands of companies use BTS Total Access to train their people

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