Too often, salespeople are too quick to talk up the wonders of their
terrific solutions. Before you start trumpeting the virtues of your product,
service, or company, do your homework and diligently assess your prospect’s
unique circumstances. Great salespeople approach a customer or prospect’s
problem with the mind-set of a physician, methodically probing and analyzing
symptoms before arriving at a diagnosis. Be curious, and be real. Let go of
preconceived ideas and open yourself up by paying close attention to the needs
of other people.