Your customers were hired to do jobs. When they perform well, they get raises. If you can help them look good to their boss by helping them solve a problem or accomplish a goal, they are happy to talk to you.
Plan your "Let me help you get a raise" selling conversation by filling in the blanks below.
· My customer's job is _____________________________.
· They look good to their boss when they_________________.
· My product/service helps them accomplish this because______.
· This is important because ________________________.
If you're not completely sure what your customer is responsible for within their organization, ask. We all like to talk about ourselves, especially when we are talking to an interested listener.
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