Pierre Martin

„𝗚𝗼𝗼𝗱 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 𝗮𝗻𝗱 𝗮𝘁𝘁𝗲𝗻𝘁𝗶𝘃𝗲 𝗹𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴“ – This is what customers expect from a salesperson in a meeting. But what are good and impactful sales questions? In the research our partner Infoteam has executed asking customer executives what they expect from a vendor, in 2nd place was: „𝗚𝗼𝗼𝗱 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 𝗮𝗻𝗱 𝗮𝘁𝘁𝗲𝗻𝘁𝗶𝘃𝗲 𝗹𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴“.* The below Need-Benefit-Question model […]

Everyone wants one thing, few have one thing: the unique selling point (USP), which meets the customer\’s goals and decision criteria. The USP is an often misunderstood concept. The ability to find a difference relevant to the customer in an important decision criterion off the price is much less common in companies than is assumed.