Meet the needs of your customers to achieve sales growth

05/18/2011 | CEO Strategist

All the advice about successful sales tactics and philosophy comes down to "satisfying the customer's real needs," Rick Johnson writes. Doing so means finding answers to the customer's problems and concerns. "Overcoming objections when they do occur requires a complete understanding of what the objection is and creating a value proposition or an alternative to negate the objection," he writes.

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