Last year, your customers bent over backwards to save money. Now that it’s 2010, they must shift their focus toward how to make money. Ask your customers questions that will get them planning how to increase revenue, how to grow market share, and how to secure more business at higher profit margins–start with this one:
What will it take on my part to win that portion of the business you’re currently giving to our competition?”
Great salespeople are never satisfied. They’re always hungry for more opportunities. If you have a good relationship in place, you’re asking for more of their business.
