Customer Experience #12: Core Competence – Being Familiar with the Customer’s Standard Operating Procedures

Familiarity with a customer’s Standard Operating Procedures is essential when trying to address that specific customer’s product needs.

In today’s podcast, Michael explains that it’s not enough to know about your product – you must understand your customers business. He provides two examples where the salesperson suceeds, not by talking about his product, but by asking about the customer’s use of that product. And he warns against highlighting newness and difference without recognising the positive aspects of the relationship the customer may have with their existing product.

Feedback: Michael AT QBC.ie. Call or text +353 87 2602205.

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