In sales, is it most important to know exactly what a client wants?


This post is by Jason Lemkin from SaaStr


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Yes, but realistically, the bigger the check size, the bigger the deal, the more important it is. Ideally, very small deals are close to 1–2 call closes. A handful of the same questions, again and again. The bigger the deal, the more the questions will be about how to implement business process change effectively. That requires a deep, thoughtful understanding of how a prospect’s business works — and how to improve it. That’s a very, very different skill set than the first case. This is why it’s tough for hyper-transactional sales reps to close big deals, at least at first. And why big-deal reps often get overwhelmed with the flood of leads in transactional sales — and can’t keep up. View original question on quora The post In sales, is it most important to know exactly what a client wants? appeared first on SaaStr.

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