In my 2/14/2020 post you have an outline of roles key customer contacts can play and how they may evaluate solutions they are considering. The next step is to clearly understand the steps in the customer’s decision process. Attention to detail is critical for this step. Upcoming posts will be focused on understanding decision criteria […]
Tag: know your customer
Add value by NOT SELLING all the time
Early in my career I was solely focused on closing business. You could say I was a “bull in a china shop.” Fortunately, I had some great mentors and co-workers that showed me why it is important to not be selling all the time. I started to understand that getting to know my customer contacts […]