- Customer Experience
- Products and Services
- Attitudes and Behaviors
- Easy To Do Business With
- Customer Facing Processes
- Touch Points
- Complementary Partners
Thursday, February 26, 2015
Identify Gaps After Important Customer Projects
Prove Total Customer Satisfaction by gaining approval for logical next steps, referrals, new ideas, and customer participation in authoring success stories.
Discover Uncontrollable Business Risks: Competition, technology, economic, social, regulatory.
Interview The Customer, Partners And Team
Your interviewer must be perceptive about things that are difficult or unclear so that you can gain a deep understanding and insight about your business.
Wednesday, February 25, 2015
You Can't Avoid Buyers Who Position You As A Commodity
Their Goal Is To Compel You To Compete On Price
First, do research and conduct a sales interview to learn about your prospect. Then, see if you can convince yourself that you have the best solution for them. If you can't convince yourself, how can you expect to persuade your prospect? If you proceed with your pitch before establishing emotional value in the mind of the prospect, you'll reinforce the sales stereotype by making it appear that you are interested only in yourself. Develop the patience, confidence and ability to lead with value as opposed to features, benefits and price.
Start with a sales funnel baseline where 80% of your sales opportunities are offered by commodity shoppers while 20% search for underlying value. Determine how can you profitably compete as a commodity as you continually increase the baseline from its 20% starting point.
Monday, February 23, 2015
KPIs Can Be A Catch-22
People Will Behave
Processes Will Be Implemented
Based On What You Measure
If you are unable to measure what is important, you will communicate importance to the things that you can measure, which may be sending people and processes in the wrong direction.