Tag Archives: understanding customers

Role playing really works

You might look and sound silly (in your opinion) but this really works. Whether its a presenation, a phone call or a networking event where you want to try out a new approach – record yourself doing this.  It will … Continue reading

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How current is your market knowledge?

Think about the type of people you are trying to sell to.  Do you know what is going on in their world?  Do you understand what is important to them and what worries they have right now?  Are you familiar … Continue reading

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Welcome complaints – yes, really!

Do you have customers that leave suddenly?  You’ve been doing this outstanding job for them, lavishing them with excellent service and yet they’re gone without a word? Something went wrong and you know nothing about it.  No matter how successful … Continue reading

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How can you help me? Be prepared for this question!

Anyone who does business development activities needs to be prepared for a prospect asking them this question. I’m not trying to point out the obvious but seriously if you are asked this question do not launch into a list of … Continue reading

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