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

You could probably use a reminder that you might not be as aware of their needs as you’re given yourself credit for.

Here’s why;

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:

Volume

Quantity

Performance Requirements

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”!

Meanwhile . . .

If your client agrees to see your competitor, and they conduct a 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.

 

And this, my friend, makes your book of business incredibly vulnerable!

I put together a system, that will help you turn every project and every interaction into an opportunity to work the magic of the needs analysis.

I’m going to be sharing it during our How To Competitor-Proof And Grow The Heck Out Of Your Book Of Business webinar on Thursday, December 15th, at 11:30 am EST.

We’re going to start by having a REALLY frank discussion of where you might be vulnerable with your existing clients and what you can do to remedy it!

We’ll talk about how you can leverage a little something/something called “Random Acts Of Coolness” to WOW your customers into telling your competitors “Thanks but no thanks!”

We’ll talk about how most reps leave money on the table and how you can completely turn it around!

I’m going to show you how to avoid getting “pigeonholed” and how to fix it if you’re already knee deep in that damn pigeonhole. Your Uncle Paul is gonna throw you a rope!

How to create client visits that benefit both you and your client at a much higher level.

How to create a communication plan that will keep you from saying that God awful “Calling to check in” nonsense. What are we on parole?

How to up sell, cross sell and;

Get MORE testimonials and WAY MORE referrals!.

To learn more, and to reserve your spot, please Click HERE or the banner below.