After I wrote a post that Brandon used over at SalesTeamTools.com, I started thinking about what we, as salespeople, need to know about current and potential customers.
I’ve come up with a preliminary list of things you need to know, but I’m hoping you can add to it and then we can disseminate it, with all credit to those who contribute, at some point in the future.
Here’s my list, feel free to add to it and assume your place in the big link leak in the future.
1) Their business, their customers and theirmarket, their primary product.
2) How big they are and their place within their market.
3) Who does the real buying ? Who has influence on those buying decisions ?
4) How often do they buy and in what quantity ?
5) What was their total revenue last year ? How much of that is influenced by your product ?
6) Who is their biggest, most problematic competitor ? How much product do you sell to that competitor ?
7) What’s their financial standing ? Do they pay their creditors on time or use the money for as long as possible and try to use their suppliers to finance their ventures ?
What news have they announced that might affect the product you sell them ?
9) Do they need your product ? Do they value your company or just tolerate you ?
10) What other problems do they have that you can sell the solution for ?
There’s the stater fluid, now you need to add more coals or the fire won’t last long.
Related Articles:
- Become A F.I.L.T.E.R. For Your Customers I sell B2B. When you do that for a living,...
- Does Walking And Talking Work For Sales People ? Do you have any customers that you call on that...
- The Pet Shop Boys Make Marketing Easy So now you’re wondering how the heck I’m gonna tie...
- What Customers Want In A Salesperson After more than 30 years of selling, an old salesman...
- Lying, Buying And Selling More “It doesn’t really matter that they’re lying, it matters why...
Don't miss a thing! Subscribe to our RSS Feed or sign up for our e-mail updates (in the sidebar). To leave a comment, click on the post title, then scroll down to the bottom. Thanks!
