Quite frankly, the Sales profession is helping people. It is a human being helping another human. Professional salespeople seek to learn as much as possible to help provide the best choice for their prospects.
How can the salesperson achieve this goal? Well, here is another old-school life lesson.
“If you want to sell Jim Jones what Jim Jones buys, then you must see Jim Jones through Jim Jones’s Eyes.”
This poem is so old I don’t know where to give credit. I learned it in the first year of my sales career and that was when I still had hair. What does the poem mean? It’s talking about empathy. The empathy we’re talking about is more than just understanding the prospect’s feelings, although that is a good start. This empathy is more related to understanding the prospect’s point of view, life experiences, and motivation.
Not until you understand your prospect well can you indeed provide the best solution for your prospect.