The Importance of Understanding Your Customers' Needs

"Next time a big opportunity like that comes around we'll have a better chance of winning it" "It's not about convincing someone to buy or not. They've already come to you with a need and they're going to fill that need somehow" 'When I'm more important to them than their alternatives yes' "'We got to know all of that in detail but and that's really what what helped close the deal'"