Buyers Know Best
Current customers hold the key to future customers. Asking them 10 key questions will enable you to uncover important information that will help you understand what is necessary to keep the relationship strong and increase the amount of business you are doing with them AND referrals. Here they are:
1. What key characteristics do you look for in a successful vendor relationship?
2. What am I or my company not doing that we could be doing to serve you better?
3. What is the one thing we would have to do to lose your business?
4. What are the three most important criteria you look for when investing in our types of products and services?
5. Who are your main customers, and what are your trying to accomplish with them?
6. What's your biggest turnoff when dealing with salespeople?
7. If you were running our company, what would you do differently?
8. What could we do to make life easier for you?
9. What have vendors or sales reps (from any company) done that really impressed you or made a difference in the sales process?
10. If you were in front of a room filled with newly hired salespeople, what would you tell them not to do, and how would you advise them to be successful?
Entrepreneur Magazine, December 2008
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