Scale for Success Part of 11/15 distinguished by their integ | Blinkist Summary Book

Scale for Success
Part of 11/15

distinguished by their integrity and understanding rather than by their glib and oily eloquence.
The key message here is: Sell honestly and with a sense of genuine curiosity.
In the previous blink you learned the importance of building a buyer persona when it comes to marketing efficiently – similarly Milbourn emphasizes the significance of showing customer curiosity in the domain of sales.
While many salespeople base their strategies on the theories and protocols drafted by business analysts and managerial staff customer curiosity teaches us to begin with the customers instead. Rather than approaching customers with your own ready-made sales techniques you can allow all of your sales strategies to proceed from your customers’ real needs.
In fact Milbourn recommends that all small business owners should acquire first-hand experience trying to sell the firm’s products themselves. That way as the business scales the owner can share her insights with the growing sales team imparting