How much do you know about your customer’s customer?

That may seem like an odd question, but it really is relevant. Sometimes I find that salespeople are incredibly knowledgeable about their product or service, but they forget to broaden their perspective to try to see things through the eyes of their customer’s customer.

How much do you know about your customer’s customer?

Put in the effort to truly find out what motivates your customer’s customer. When you understand their decision-making process better, you will be more equipped to meet the needs and wants of your customer.

Obviously a good way to find out more is simply by being curious and asking more questions — and then asking more follow-up questions.  Yes, you can find out a lot from talking with your customer, but it’s even better if you can find opportunities to interact with the end-user of the product or service.

You might be surprised at what you learn.   And you likely will discover vital information that can be revolutionary to your selling process and bottom-line.

Chew on this question for awhile and answer it honestly:  Do you know your customer’s customer?

Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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