Four Things Your Customer Wants

While talking to a sales client, an interesting question came up and I thought it would be good to share with all my readers. The question was – since several competitors have similar products to my company – how do can I know what they really want?

Now the surface answer is to discuss the power of questioning to discover opportunities (true, but not the right answer), having industry knowledge to provide clues (true, but not the right answer), to have internal coaches to provide answers (true, but not the right answer) or to offer the lowest price to get the business (not true or right!).

There are four things a customer is looking for in your business to business sales opportunity. Here are the big four…

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