what do salespeople say is most important to making a sale 
modern thinking in marketing is that every sale should start with understanding the individual customer and identifying a problem that the customer has that this product can solve the abc method suggests that consumers are interchangeable and that a certain number of them can be bullied into a sale the alternatives involve listening to the consumer 5the bottom linethe hard sell tactics of the always be closing strategy have largely gone out of style since their heyday in the 1990s today s sales professionals are better off listening to their customers identifying their needs and providing solutions better than their competitors can 