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Select an account - one that's important to you.Дў. Okay, here's the question: 'How could I steal my customer away from myself?' Sounds strange? The idea is to do some personal role playing and follow these steps.ДЎ. Get ready! Here comes t he single question you need to ask containing everything you need to know to keep and grow your most important customers! WithВ Tim McMahon The Power of KNOW: ' If Ignorance is Bliss then Why Aren't More People Happy?'- anonymous. As a result, the customer can quickly loose enthusiasm, transforming our potential value sale into a transaction.

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rather than truly focused on listening and understanding how to best help the customer. As we explore for needs we subtly communicate that we're just interested in collecting the 'facts' so that we can complete our 'assignment' (make the sale). My enthusiasm for speaking to this class dropped like a rock.ДЄs salesreps we sometimes treat the customer the same way. From the students perspective I could have just sent in my notes and skipped the entire talk. I thought to myself that I really didn't need to be there. 'We have to write a report on what you said and it would go quicker if you had handouts for us', he answered. 'Is that a problem?', I asked, half jokingly. About half way through a student asked me if I was going to pass out notes on my talk. I thought it would be fun and that insights on real-world selling and business would fall on eager ears. WithВ Tim McMahon A Loss of EnthusiasmВ - Yesterday I was asked to speak to a class ofВ graduate business students.

companies more often than not display what's most important to them. So what's the message here? If you want to know how to bring unique value to your customer, sometimes all you have to do is look around. To make a long story short, safety happened to be one of the 'value add' program our supplier offered and the exact help the customer needed.В When the VP and rep told the customer how they could help leverageВ that safety program, they met with a more thanВ enthusiastic response (that willВ just happen to alsoВ lead to more business with that customer). Prominently displayed was an announcement of the upcoming 'Safety Awards'. While waiting to see the customer, the VP (who is always curious about what's going on in a customer's business)В wandered around the waiting room and casually looked overВ the employee announcements bulletin board.

On the way he asked the rep What's our value proposition for this customer? The rep replied that he would explore withВ the customer the 'value add' programs they offered and was sure there would be some interest, but there was not yet anything specific to focus on. Our VP was riding with a sales rep to visit a customer. WithВ Tim McMahon 'Looking' for Value OpportunitiesВ - Stories from the Real World: A client's sales VP called this afternoon with a story and a message every 'value seller' should take to heart.