Do you trust the feedback you’re getting about your customers’ motivations and why they either did or didn’t buy?
It’s always a positive to get feedback from anybody, whether it be salespeople, technical support, or your administrative people. But the most valuable advice to help you define your future and increase your competitive edge is likely going to come from your customers.
This isn’t going around your salespeople. You’re calling the customer as a “bigger pictured” manager thanking them for their continued business and asking how your company could help make their lives easier or save them money.
Some questions to consider:
- “What could we, as an entire organization be doing to be more effective for you?”
- “How could we have more impact on the success of your company?”
- “How could we help you lower your costs?”
And my favorite question from good friend George Walther… “If there was only one thing we could improve, no matter how small or insignificant, what would that be?”
You’ll receive unfiltered information and insights as a manager when you can talk directly with your customers asking more probing questions about areas you might be able to improve.
Today’s video talks about the value for you, as a sales manager, talking directly with customers to uncover ways to increase your team’s competitive edge…so they can sell even more!