Customers do want to buy things that will make them a profit and enhance their reputation. Yet there are consultants who continually say this is a myth. They say that customers don't want to be sold and do not want to have a relationship with their sales staff. Surveys do show that many prospects do not want to see salespeople and don't find them helpful. It's a fact that nobody wants to be sold something they can't afford or do not need, but that's not what salespeople do. In order to sell anything, you have to find the customer's need or desire. Once the discovery is made, then you must find an item that will meet that need and will make the prospect more money and enhance his or her reputation.
In the selling process there are seven basic questions that need to be asked or discovered: