How can we better understand the customer?
If you can understand how your customer thinks and what their priorities are, you can better plan and manage potential issues that may arise in your sales meetings. Knowing this background also explains what drives their behaviours, and again, you can prepare for this ahead of the meeting. Therefore, if you want a successful sell, you need to put yourself in the shoes of the customer so you can consider their point of view and what they might challenge you on. Here are some areas to consider: