Watch the video below for a 1-minute sales tip from The Sales Messenger, if you want to find out the real problem the customer has related to your service or product.
The “obviously you” technique is a key tool for sales professionals and customer service representatives. If requires 2-steps:
1. Listen for emotional words like always and never from the customer
2. Respond with “obviously you have a reason for saying that. Do you mind if I ask what it is?”
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