5. Seek and ye shall find
What’s in this chapter for you
The second S in SUSS
The third letter in the acronym SUSS is S and it stands for Seek.
The ability to seek information and then to deliver solutions is the key to successful selling. The ability to understand and practice this is what sets great salespeople apart.
In that ancient book of wisdom, the Bible, it is written ‘Seek and ye shall find’. However, most sales literature which has been written over the years is built around the ‘convince’ ethic; it is based on the theory that you overcome objections and convince ...