We are frequently asked how you keep pace with the ever changing and often frustrating vicissitudes of customer expectations and strategies. This is often humorously followed by statements such as, “if it weren’t for our customers this would be a great business”!Our clients recite a litany of tools they use:
NABC has developed a proprietary and extremely effective simple process called Customer Assessment Process (CAP) which drives to the heart of the issue, that is, what are the trends, concerns, and issues that keep owners, CEO and C level executives awake at night?
The essence of the approach is not to engage customers in specifics regarding your particular goods and services, but rather engage them on a macro business level regarding those problems that are critically impacting their company’s vitality.
The process requires connection with the top level executives at your customers and prospects, which assumes your sales organization can get in front of key decision makers.
As a side bar, this requirement alone generates interesting and profound insights into how a sales organization is connected with the right people for the right reasons. It often drives new strategies and directives for sales professionals.
There are 3-4 questions to ask and a practical process to follow to get appointments with the “shakers and movers” in your market place.
The information you gather will be key in understanding where and why your customers are moving in a certain direction, thus data to consider to adjust or modify your business proposition.
If you are interested in dealing with the elephant in your living room give us a call or email us for a free CAP assessment evaluation.
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