Don’t Focus on Closing the Sale on your First Appointment

Don’t Focus on Closing the Sale on your First Appointment

In my 6.5 Steps to Asking For the Order sales process the initial phase of the customer interaction is important.

In the initial customer meeting and in the discovery phase it is important to build a customer relationship, and to earn the customer trust, while asking a lot of questions and listening intently.

By being curious and engaging the customer in conversation is more important than trying to sell them something. 

How can you sell them stuff without knowing what they need?