Quotes from Thomas Freese

So as a salesperson, you put yourself in a stronger position by positioning the value of your product or service in terms of the positive benefits it provides as well as the problems it solves or prevents.

Sometimes the best way to communicate something is to explain what happens in the absence of it.

You bond with customers by talking more about what's most important to them (their problems), rather than whatever might be most important to you (your solutions).

Without needs, there are no solutions; and without solutions, it's virtually impossible to establish value.

If you want to motivate people, then it's more important to think about what they want, rather than what you want.

Secret #24 While some people run fast toward Gold Medals, many others run even faster from German Shepherds.