It is one of your most important sources of information – Your customer database.
As mentioned in the previous blog, you are probably not in contact with 80% of your customers.
So where do you start?
This will very much depend on the information that you have on your customers. If you run a CRM system, everything should be on hand but that is often not the case.
An example of this deficiency was when I was at the start of a sales development project with a local company and asked them for their customer database.
I got a blank look, with the response; ‘What’s that?’ Continue reading
A question I always ask clients when I undertake the initial investigation into their sales development is ‘What do you sell?’
The usual answer is; ‘We sell so & so widgets or a service’.
Yes – Is my reply, but that is your product not what you sell. To which I usually get a look of disbelief.
So what do you sell? Continue reading
Sounds simple but it takes time to develop the right form of questions to ascertain a potential customers needs, but more importantly is do you listen to the answer.
One of the tips given to me when I undertook my sales training is use your mouth and ears in the same proportion, i.e. two ears, one mouth – listen twice as much as you speak.
It is not easy, believe me.
As an example a couple of years back I was looking for a new mobile phone, so I took the advantage whilst at a large shopping mall to see what was available,
However I did have an slightly out of the ordinary requirement, because I use to regularly visit customers with security areas & you cannot take your mobile phone with you if it has a camera: understandable.
Into the phone shops I went with my specification: a phone with Bluetooth but no camera. Continue reading