Asking Questions

By Mike Philie
In November 19, 2009

Do you know everything you need to know about your customer’s business? What would you like to know about the prospect that you’re getting ready to call on? Maybe the place to begin is with your best clients and strongest relationships. If you could create a list of the things that you know about them, and more importantly, the things that help you to be successful with them, you could use that as a checklist for your other clients and prospects.

The more that you know about your customers and prospects the more that you can help them. Break down what you know about your current accounts and begin using that list as a guide for what you don’t know about your other accounts and prospects. A few areas that are helpful to know include:

How is the company or organization doing?

What market are they in (healthcare, education, financial, etc.)?

How do they use print to support and grow their business?

The role and goals of the people that you deal
with (operational, procurement, marketing, all the above, etc.)?

These are only a few things that can help you serve your customer and provide the value to them that’ll keep them coming back. Don’t just “wing it,” do your homework, show interest in their business and take the time to ask good questions.

Continued success.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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