Most salespeople believe they know their customers. They feel they know their buyer’s motivations and what they want from their suppliers. The problem for most though is these assumptions or biases by the salespeople (or their company) are not necessarily the reality of where their customer are or what they are wanting.
What could you do to help your team do more research on this? This is a great time of year to just go to your best customers and say…”Your business is important to us. We’d like to review and understand what’s most important to you. What could we be doing more of that would bring you even more value? How can we be a better partner by understanding more about what you want? How can we help make your team’s work easier?
Salespeople assume they have these answers. But, sometimes even asking these of the customer shows your interest and intent to try to help.
Join me as I share what you and your team can do to interview your best customers, to understand what really motivates them, what they’re wanting and why they like your company versus any other options available. It might help you sell even more!