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David Jacoby

By: David Jacoby on December 7th, 2011

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Importance of Understanding Customers Needs and How to Do it

Sales Process | Developing Needs


The stalled sale is one of the most frustrating experiences for a sales professional particularly when the sales person feels like the customer has a real need and their solution directly addresses the customer’s need. The problem is that many needs are not compelling and, as a result, the customer lacks urgency.

In this short video below I discuss the importance of understanding customers needs and how to uncover them to create urgency and close the sale.



Sales Training Research Report by Sales Readiness Group

About David Jacoby

As a Managing Director at Sales Readiness Group, A Part of SBI, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. In the past, David has served as Vice President of Business Affairs of Xylo, Inc., where he was responsible for the Company's business development, sales operations, legal affairs, and financing activities.