What is an aspect of learning customer needs during a sales process?

Focusing on specific features that matter to the customer is crucial during the sales process. It involves actively listening to the customer and understanding their unique needs, pain points, and preferences. By identifying which features align with their goals or challenges, a salesperson can tailor the conversation to highlight how the product directly addresses those needs. This customer-centric approach fosters trust and positions the salesperson as a problem-solver rather than just a seller, ultimately leading to more meaningful conversations and successful sales outcomes. It reflects the importance of empathy in sales, where understanding and addressing customer concerns takes precedence over generic pitches or product attributes that may not resonate with the individual customer.