King Solomon wrote, "A plan in the heart of a man is like deep water, but a man of understanding draws it out" (Prov. 20:5 NASB).
Many customers do not communicate up front a long-term perspective of their needs.
A salesperson must work diligently to go beyond what the customer says. Determine how your products and services will meet the needs not only today but long term.
Spend most of your time asking questions and then listening.
As you draw out information from your customers, business will grow!
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