Archive for January, 2011
Uncovering Critical Success Factors
January 27, 2011 by Scott Olsen
What are your favorite questions to ask prospects and customers? If you really want to help satisfy your customer’s critical success factors, what questions do you need to ask?
Tom O’Keefe, Chief Revenue Officer at ShopIgniter, and a good friend of mine likes to ask, “What does your business plan demand that you accomplish, that you didn’t accomplish last year?” Michael Gear, VP Sales for GoodData, loves to simply ask, “How our you being measured?”
I’d love to hear the questions that help you uncover your customer’s critical success factors!
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Categories: Differentiating You, Engaging Your Customers, Executive Selling, Questioning Skills, selling
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