Before shifting into sales mode, ask yourself “do I have enough information?”Learn mode is that critical spot before sales mode.  It is that point where a great sales professional actually takes the time and has the real interest to identify what the prospect or client wants and needs.  In fact a great sales professional understands what the client wants at a three deep level. 

What is a three deep understanding of your clients needs?

Three deep means that you know what they need, why they need it and what they envision the solution or product will do for them in their business.  Going three deep provides you with perspective, knowledge, and a clearer understanding of their expectations and request.  Taking the time to explore this information provides clarity and removes a lot of interpretation.  The clearer your understanding and the better you understand what they want and need, reduces the potential for surprises and mistakes.  Next time, before you shift into sales mode and start pitching and quoting your solution, ask yourself “do I really know enough to give my client what they want?”  If you go three deep you will.