Hunt Big Sales Blog Do You Think It or Do You Know It? Knowing Your Customer

Guest Faculty Post by Eric ProtzmanAthletic events are often won or lost before the teams take the field.Major customers are often won or lost before you even talk to them.The reason? Information. Let's discuss knowing your customer.In my previous article I talked about customers, dating and marriage. Transformational Accounts (TAs)(10-20 times the size of your current average customer or 5-10% of your divisional revenue) are marriages. You get to decide whom you marry, and you can know in advance the quality of the marriage. Choose wisely (and selfishly) was the message. Your choices are deeply dependent on the accuracy of your information. Your instincts are not up to the task. I promise.So how well do you know your prospective customer?You can promise to put more sweat into selling than your competitors, but you'll make a lot better decisions and make a lot more profit if you out hustle your competitors on the research side. And your research guide is your PROSPECT SCREEN. Everything you consider crucial in a TA needs to be posed as a question in your PROSPECT SCREEN so you can research it.We tend to quit researching way too easily. The good news is so, do our competitors.Tom Searcy often said to me when we were developing my business "Do you think it or do you know it". It toughened my resolve.Succeeding in research starts with a belief that you CAN know it. I challenge my clients and I am often met with "I just don't know how we'd ever find that information".The post Do You Think It or Do You Know It? Knowing Your Customer appeared first on Hunt Big Sales.