What is impacting your profitability?

Click yes on what is reducing the profitability in your business.

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Discounts on Sales Price

As a customer would it help you buy if…

Value

a sales person could understand what you want and demonstrate how you will best achieve that?

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

Success

a sales person was truly focused on your success and the option would make you more successful?

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

Afford

a sales person could focus on how you could achieve what you want with what you could afford?

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

Competition

As a customer would it help you decide between different suppliers if…

Differentiate

you could clearly articulate which option would give you the overall better outcome?

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

Change the Game

a sales person is able to help you to more quickly and effectively solve a bigger problem all at once?

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

Strengths

the strengths of an option are what you consider most important to achieve your objective?

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

Cost to deliver.

As a customer, would it help if…

Simplify

a sales person focused on the important outcome and didn’t try to oversell and increase complexity?

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

Minimal Waste

a sales person was to be able to eliminate those items that add cost and risk to achieving the outcome you want?

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

Clarity

you and a sales person have clarity on what is to be delivered prior to starting?

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

Cost of Sales.

As a customer would you find it beneficial if…

Time

a sales person understands when they can’t support what is important to you, quickly move on? Would you still engage with the sales person in the future?

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

Effectiveness

a sales person took the time to understand your situation, what was important to you and only focused on that?

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

Size

a sales person was able to help ensure the solution they offer will help with the outcome and help identify other ways they could help you with the outcome faster and easier?

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

Not Enough Revenue.

As a customer would it help if…

Success

a sales person has helped you identify what will make you more successful?

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

Leads

a sales person has been able to identify quickly if they can help you or not?

No, I don’t think it impacts.

Close Rate

a sales person helped you achieve success, you could afford it and it had a strong return on investment?

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

Margin.

As a customer would it help you buy if…

Value

a sales person could demonstrate how it will help with the outcome you want to achieve as long as you could afford it?

No, I would rather they tell me what and get on with it.

Simplify

you didn’t have to pay for items that will add no benefit both now and in the future?

No, I would rather they just tell me about the features and benefits and I make up my own mind.

Repeatable

you know it is something the vendor does well time and time again?

No, I understand sales people earn a living telling me what they have.

Will Customer Intimacy help your business success?

Clicked Yes? Do your sales people do this today? 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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