Why Your Accounts Might Be Vulnerable To Even Your Weakest Competitor!

You don’t need me to tell you that your client’s needs constantly change but;

You could probably use a reminder that your information probably isn’t as current as it should be.

When we’re “courting” a potential client, we conduct a thorough needs analysis.

Sadly, for most reps, that’s the last time a thorough needs analysis takes place because;

Once the “courtship” is over, and the “marriage” begins;

We typically ask more “spec” related questions like:

Quantity

Performance Requirements

Delivery Date

Etc.

NONE of those questions give you a clear understanding of the current environment or even where things are headed so;

You base your understanding on what is “seen” and the transaction at hand or worse yet;

That needs analysis you did;

“Back in the day”!

If your client agrees to see your competitor, and your competitor conducts a thorough needs analysis;

Guess who has the clearer understanding of YOUR CLIENT?

Guess who has the most up to date info on YOUR CLIENT?

Guess who has the ammunition to present a more meaningful solution.

When was the last time YOU did a thorough needs analysis with ALL your accounts?

Maybe it’s time to get back in there to get a BETTER, more up to date understanding of your clients?

We’re going to discuss;

How To Get The Inside Track On New Opportunities.
How To Sell Change.
A 3 Step Questioning Technique That Helps Safeguard Your Accounts, Generate MORE Business, Testimonials, and Referrals.
How To Get Access To Other Stakeholders Without Offending Your Contact.
How To Expand To Other Divisions, Locations Etc.
How To Add Value Via Ideas, Surprises, and Resources.
How To Create A “Keep In Touch” Plan Without Defaulting To “Calling To Check-In”.
A Meeting Format That Opens Your Client (and all the stakeholders) Up To New Ideas.

Instant download.

$99

Paul Castain's Blog