Ask the wrong questions and you fail to build value for your customers…

Your business is successful because you’ve had sales and you’ve won business – you’ve convinced customers to buy from you and some have bought again and again.

The current success of your business is down to your hard work to win and keep these customers, but the future of your business also depends on new business and growing your sales.

So, when it comes to a sales meeting or conversation with your customer or a prospect, how do you prepare your conversation?

Because you know the ins and outs of your products and services, it’s tempting to ‘cut to the chase’ – to want to dive right in and explain to your customer how your product is going to help them. However, it’s worth remembering that each of your customers is different and dealing with their own unique issues.

Obtaining a comprehensive view of each customer’s situation by asking carefully prepared questions, and then really listening to what they have to say, will get to the heart of their specific concerns. 

By truly understanding the problems your customers are experiencing, as well as the implications of these problems, you can more easily demonstrate the value of your products and services and they will more easily see the advantages of buying from you.