Learning to deconstruct your customer’s current state and use that information to their benefit is a skill that, once learned, will elevate your value and serve as an important differentiator between you and other salespeople. It’s a process that takes concentration and patience, but provides extraordinary value to your customer and to yourself. Analyzing the factors causing your customer’s current state gives you the key to figuring out how your product or service can help them, thus propelling them toward the better future state they want to achieve
