Tom Reilly Training

Home of Value-Added Selling and Coaching for Sales Success

Home Page

The Company

Tom Reilly

Books & CD's

Training Programs

Public Seminars

Articles

Articles from 
Sales Bytes

Order Form

Contact Us

Bibliography

Tough Times Report

Links

Treat Your Customers as Prospects

by Tom Reilly

Treat your customers as prospects, because they are—for the competition. Your best customers are your competitor’s best prospects. So, what’s the best way to treat customers as prospects? Ask the types of questions that a tough competitor might ask. After all, the best defense is a great offense.

• What can we do to make your life better?

• What can we do to make it easier for you to order from us?

• If you were to go into our business, what would you offer that no one else offers?

• Hindsight is 20/20, knowing what you know now, how would you change or improve what we are currently doing to serve your needs?

• What are some of the things that you perceive as getting in the way of our delivering the kind of value added service that you desire?

• If we were able to make those changes, what would that mean to your business?

• What do you need from us to help your company get to the next level?

• What can we do to help you compete better in your industry?

Questions put the spotlight on the customer—exactly where it needs to be. These questions will help you focus on potential problem areas and nip them in the bud while providing proactive value added service. Remember, the best part of being proactive is never having to say you’re sorry for failing to perform.

Tom Reilly is a professional speaker and author of the book, Coaching for Sales Success: How To Create the Value Added Sales Culture. (2004, Motivation Press)

Back to Sales Bytes Article List\

TOM REILLY TRAINING

171 Chesterfield Industrial Boulevard, Chesterfield Missouri 63005

636-537-3360                      www.TomReillyTraining.com             ©2008 Tom Reilly Training