Wednesday, September 01, 2004
How To Dig For Customer Needs
If you're in sales this is really important - finding out what the customer really needs.
First, always start with your customer never with your products.
Don't start talking before you start asking questions. Really good questions.
Ask questions about:
>>> Their responsibilities
>>> Their business
>>> Their challenges
>>> Their priorities
>>> Their interests
>>> The qualities they're looking for in a product
>>> Their criteria for making a decision
>>> Their decision making process
>>> Their successmeasurement process
>>> What it would take to win their supplier of the year award
The road to selling success is paved with rock-solid customer focused questions.
Jim Meisenheimer
P. S. - You can beef up the quaility of your questions when you read my eBook,
"The 12 Best Questions To Ask Customers." Go here for details.
http://meisenheimer.com/products/sales_ebooks.shtml
First, always start with your customer never with your products.
Don't start talking before you start asking questions. Really good questions.
Ask questions about:
>>> Their responsibilities
>>> Their business
>>> Their challenges
>>> Their priorities
>>> Their interests
>>> The qualities they're looking for in a product
>>> Their criteria for making a decision
>>> Their decision making process
>>> Their successmeasurement process
>>> What it would take to win their supplier of the year award
The road to selling success is paved with rock-solid customer focused questions.
Jim Meisenheimer
P. S. - You can beef up the quaility of your questions when you read my eBook,
"The 12 Best Questions To Ask Customers." Go here for details.
http://meisenheimer.com/products/sales_ebooks.shtml
# posted by Jim Meisenheimer @ 9:28 AM 
