Curiosity

We've been talking a substantial amount of late about being curious about a client situation - if we understand their needs, we have a high potential to actually offer them something useful. As sales individuals, we have a goal, to introduce our products and services, but to offer value to our clients, we really need to understand them first. Otherwise, we're just an informercial screaming in their face. Make sure you know what the person you are talking with needs before you offer them anything!