Tactics for Tapping into the Customer’s Perspective

Last week I posted a blog explaining why I believe that understanding the buyer’s perspective is one of the most important keys to selling.  Today’s post is a follow up to that post because I want to take this opportunity to offer some tactics for tapping into the buyer’s (i.e., the customer’s) perspective. Learning and adapting to the issues and whims of the buyer while moving the sale forward to a conclusion is a complex and intricate task.  Attentive listening can help you, the seller, determine if the buyer is putting you off or merely attending to pressing internal demands.  ...

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