All the experts these days are talking about the increasing need for customer focus and maximizing sales. Typically entrepreneurs and even professional sales people think this means more emphasis on the customer selling process, when in fact it means spending more time understanding the customer buying process (view from the customer).
According to Kevin Davis, as outlined in his latest book “Slow Down, Sell Faster!” and a related article, the single biggest mistake people make is that they try to close the sale too fast. They arrive at the end of their "pitch" just as the customer is beginning to recognize they have a need! They leave the scene just as the prospective customer begins shopping around for a solution by looking at the competition. Not good.
To read the full, original article click on this link: Startup Professionals Musings: Learn What Customer Focus Really Means in Sales
Author: Martin Zwilling
