There’s nothing better than being busy with lots of projects/orders from a client.
Of all the types of “busy”, I’m sure we’d all agree that its the right type of busy but;
It usually forces you to ask more “spec” related questions (quantity, size, users, colors, delivery date, etc).
While those questions are important for the order/project at hand;
They’ll never reveal;
Pain, opportunity and;
A bigger picture that helps you serve your client at a much higher level.
Your Knowledge Of Your Client Becomes Antiquated . . .
When we review accounts in my coaching program, I always ask how long they’ve been doing business with them.
Let’s say they’ve been doing business with their client for 2 years.
Then I ask them to tell me about the last time they conducted a good, thorough, needs analysis;
Typically, the answer is the same; 2 years.
Business moves at the speed of light and its safe to say that a lot has changed since the last time you did a thorough needs analysis but;
We kid ourselves into thinking all is well because they keep buying from us, meanwhile;
We’re really NOT serving our clients at the highest level and we’re allowing our competitors an opportunity to have more up to date info that we have!
To think that your client will never hear your competitors out is delusional.
So now that you’ve been focusing ONLY on the project at hand;
Your competitor now understands YOUR client BETTER than you and;
they become better equipped to serve them!
My suggestion would be to conduct regular “client checkups”.
This way you can get back to digging deeper with your questions instead of;
Focusing on the specs and teetering on being transactional.
I have some specific questions and discussion points for these “client checkups”.
I’m going to be sharing them during our How To Ask AWESOME Sales Questions webinar on February 8th, at 11:30 am EST.
We’re also going to discuss;
- Six Questioning Mistakes That Cost You Business
- How To Create An Arsenal of AWESOME Questions (You Know, The Ones Your
Competitors Fail To Ask) - Five Types Of Questions With Examples
- The One Type Of Question That Helps You Take Control
- The One Type Of Question That Dramatically Increases Your Credibility
- Three “Questioning Flight Plans” That Can Help You Get BETTER Results
- How To Create A Conversation Instead Of An Interrogation
When?
February 8th at 11:30 am EST.
Can’t Make It?
Sign up anyway and you’ll get the replay later that afternoon. View it at your leisure!
What Do You Get?
(1) 90 Minute Webinar With Action Based Tips and Tactics
Worksheets
Webinar Replay In Case You Can’t Make It or You’d Like To Go Back For Seconds
Bonus PDF (Sent The Following Week)
How Much?
$99
Click HERE to register and to secure your spot!
