hwy120

Sharpen Your Customer Focus Efforts

Are you truly customer-focused in your selling activities? Answer True or False to the following questions to evaluate whether or not you are taking advantage of all of your opportunities to be customer-focused.

 

• During each sales call, my customer talks more than 50% of the time.
• I connect in person or by phone at least once a quarter with every customer.
• I sometimes ask questions where I'm afraid of what I might hear.
• I have relationships and dialog at the highest executive level with my strategic accounts.
• My value proposition is based on the challenges and goals identified by my client.
• I make sure that each sale produces a win for both my customer and myself.
• I stay connected with my customer through the fulfillment process.

If you answered False to more than three of these questions, you may need to rethink your position and identify areas in your selling activities that need improvement. Consider the following ideas to help you win new business and increase the business you already have.