As you plan for 2009 you’re probably wondering – like everyone else – what the economic future will look like, and what the next level of selling will look like. To ensure you will continue to be successful, and get to that next level - we recommend you take the time to ask your clients what they REALLY want from YOU.
Many of the sales teams we work with are apprehensive to interview their clients. They say, “My clients don’t take time to return my phone calls or emails – they’ll never take time for this interview.” In our experience, your clients will take time to meet with you, if you show them you are more interested in their needs, than in selling them more stuff. You may even be surprised at how your clients will feel honoured that you have taken the time to ask them what they want, and you’ll be amazed at what they are willing to share with you.
How do you interview your clients to find out what they really want? Ask them for 15 minutes of their time for a short ‘interview’. Here are 5 key questions you can ask them to better understand how to become their strategic partner.
- What are the three biggest challenges your business is facing? What is the biggest challenge in your job?
- What qualities do you like in a salesperson? What qualities don’t you like?
- What value and/or expertise can a salesperson bring to move the relationship from buyer/seller to a trusted advisor/partner?
- What is most important to you? a) price b)on-time delivery c) great service d)solutions to your challenges Why?
- What type of marketing is most effective, if a salesperson is looking to get your attention and set up a meeting with you?
When you better understand your client’s business challenges, you can successfully position your products and services to help them achieve their goals. This will go a long way in helping your clients see you as a Trusted Advisor and Value Add Sales Expert – and that’s a sure fire way to thrive in any economy.
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