If you are going to sell, you need to understand your buyer. If you don’t then you are dead in the water. When you understand the sale from the buyer’s perspective, you have the advantage. What you say and what they hear can be two different things.
As you progress through the sales process, the buyer also goes through their own process in 5 distinct stages. Once you understand these stages, you’ll change the way you sell. The result will be more product mix and the sale of more profitable, high-end products.