Sales is a number game and also about finding out what you customer want or need.


If your customer had a want that leads to a home run, should you keep trying to hit it until you are strike out of the deal?

Or should you aim to meet the need - a smaller sales number but a guaranteed hit to first base?

I would go for the latter. Meeting a need is much more easier to convince to meet a want. 

Plus it helps you get one foot in the door for later upsell that could help you achive a run.

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