"It's All About the Customer”
It is more important than ever that you have effective communications with the customer that motivates him to want to bring you back to solve their problem. Major topics to uncover include:
- Industry Drivers - The external factors that are affecting your customer's business.
- Company Specifics - All companies go through business cycles. Understand where they want to go, and then speak to those issues.Perceived Value - Translate your features and benefits into BUSINESS VALUES that will resonate with the customer.
- Buying Cycle - Most companies have established processes and specific roles people play when they buy something. Work with it!!Operational Issues – Explain how you fit into their existing operational systems, technologies, architectures, etc.Personal Incentives - What drives the individual(s) to whom you are speaking? What keeps them up at night worrying about their failure to perform? Conversely, what to they look forward to do next. Can your sale help this person achieve their next personal goal?