3Customer Needsin the Major Sale
I suggested in Chapter 2 that success in the Obtaining Commitment stage of the call depends on how well the earlier stages have been handled. Our studies at Huthwaite revealed that the stage with the strongest influence on overall call success is Investigating (Figure 3.1).
Figure 3.1. The Investigating stage: Asking questions and collecting data about customers, their business, and their needs.
In our research we consistently found that the people who were most effective during the Investigating stage were the ones most likely to be top sales performers. And poor investigating skills made sellers seem weak in ...
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