A critical question we often don't ask in account management is.
Where are our customers today?
- Where are they in our relationship together?
- Where are they in they decision making?
- Where are they in their feelings, fears and focus today?
All of these questions help us to get into the mind and perspective of our customer so we can begin to ask the questions that matter. Then apply the actions that make the biggest difference.
In response to a question I got from a sales rep on the tactical side of everyday account and key account management I put together the slideshare below.
Go through it slowly and apply the ideas and practice the mindset and I'm confident. In your next customer conversation. You'll not only get a different positive result but will be seen more as a trusted and valued partner.
If you want to know more in how you can make those critical shifts in mind and actions to generate greater sales results. Get connected to my mailing list. www.jermaineedwards.com
All the best