Short reaction/discussion between two speakers about a sales rule: people buy from those who can explain the buyer’s problem better than the buyer can. Speakers debate emphasis between explaining the problem vs. eliciting the prospect’s self-explanation through questions and building trust by letting prospects speak for themselves.
One rule of sales. People don't buy from people that can explain the product. People buy from people that can explain their problem to them better than they can explain it to themselves.
Yes and no. Right. I think that he's on the right track as far as you have to understand the problems of the client. And that always comes first. We don't want to explain to the prospect. We want them to explain to themselves by asking questions that prompt what that looks like. Because remember, they don't trust you. They trust themselves. And we always want to have them explain it to themselves, not us explain it to them.
