Do you know what your customer is looking for?

Well, many people seems to have a trouble with it. My experience working with sales teams to senior management, many get excited to share what they are good but a little focus on what customer wants.

Here are some tips to avoid costly mistakes

1. Listen, Listen, Listen
2. Question to know their 3 most pain areas
3. Ask your customer, what needs to be done to make their job easier and more productive
4. Know your customer business, industry, and current challenges
5. Know your customer vision, and strategy
6. Align your product/service to their vision/strategy
7. Always dolarize the return on investment
8. Present case studies and references with ROI
9. Position yourself as an advisor not a salesperson
10. Show your willingness to help the customer

More will come......