What is making it hard to exceed your budget?

Click yes on what is preventing you from exceeding your budget.

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Customer Delays.

Urgency

When customers have said yes but delaying sending through the official paperwork would it help to minimise delays if the customer had a sense of urgency and ownership to prioritise the paperwork?

No, I would continue to have loyalty to my existing supplier.

Priority

When you are engaging with a customer would it help to avoid delays if your offering supported the customers top priorities?

No, I would not share with a sales person, particularly if I thought they would use it against me.

Value

When customers are considering your option would it help to move faster if the customer determined your offering was the most valuable to helping them achieve what matters?

No, I would judge everything on its merits and try to have a standard set of specifications.

Difficult to Influence My Customers.

Experts

When you are engaging with customers would they be more likely to listen to you if you were able to help them with expertise that they found useful?

No, I prefer sales people give me the full list of features.

Value

When your customer is unsure would they be more likely to agree to something that they understood and agreed with would help them achieve what matter to them more effectively?

No, I will listen to them on their merits regardless of how I feel about the person.

Success

When you are trying to help your customer would they be more likely to accept that help if they felt you were truly committed to their success?

No, I would prefer they didn’t try to understand what success looks like for me.

Lack of Opportunities.

Target

When you are creating opportunities is it more successful if you are able to identify and effectively engage with people who will tangibly benefit from your companies capabilities?

No, I will develop the list of requirements and actions and then go out to market.

More People

When you are trying to create more opportunities would you it more more likely if you are able to identify how your offerings are valuable to more people?

No, I appreciate sales people trying to push a sale on to me, even if I will never buy.

Size

When you are limited for opportunities would it help if you were able to identify how you could help more with your customers and increase the size of the opportunities?

No, I expect sales people to only work with me when I have a budget approved and know what the solution is.

Strong Competition.

Value

When you are facing strong competition would it help if your customer would recognise and agree where your offering is better value for them?

No, I expect sales people to have the expertise and convince me of the value of their product.

Outcome

When your customer is loyal to the competition would it help if you could help your customer focus on the outcome they wanted and how to best achieve that outcome?

No, I appreciate when sales people tell me features of their product and I make up my own mind.

Change the Game

When you are experiencing an entrenched competitor would it help if you could support your customer to achieve their outcome more effectively and efficiently that minimises the influence of the competitor?

No, I expect sales people to only work with me when I have a budget approved and know what the solution is.

Difficulty Closing.

Value

When you are trying to close a deal would it help if you truly knew what mattered to the customer and the customer themselves owned that your offering was the best option for delivering that?

No, it is not the responsibility of a sales person to understand that.

Justification

When a customer needs to agree to buy is it easier for them if both you and the customer are able to agree and justify the investment for the purchase?

No, I don’t think it impacts.

Other Influences

When there are other people involved would it help if your customer gave you access to those people and you were able to effectively engage them so that your customer’s reputation is strengthened?

No, I don’t like feeling pressured even when i know I should make the decision.

Will Customer Intimacy help you exceed your budget?

Clicked Yes? Do you do these already? Not Sure?

X

Unlikely Customer Intimacy will help your business?

If you clicked no on the capabilities, unfortunately customer intimacy will not help grow your revenue faster.

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