Sometimes in the rush to move through the sales process and get to the close we forget to learn important facts about the customer’s organization and the direction lead by their executives.
Learning about the organization’s direction and management strategies will allow you to make a better offering and win the account.
I believe you need to uncover about nine key items relative to both direction and strategies of your potential customer’s organization. Learning these points will allow you to create a business plan or fit to the customer’s vision.
Here are the nine points to uncover from your customer…