Companies
spend millions trying to find out what their customers think of their
product/service. They want to know how to differentiate their offering and
distinguish their product from the competition. But seldom do they go to the
source, their customers, and many don’t even test their offering in-house.
How
often have you used a product that you know was never adequately tested before
it was offered for sale? Simple products such as eye drops with instructions
too small to be read without magnifiers. Or vacuum sealed food containers that
cannot be opened without a herculean struggle and big knives? Or rolling
suitcases that are impossible to maneuver over curbs?
If
you are in the business of easing tired eyes, safely providing cold cuts, or
making travel comfortable, you had better understand the perspective of solution selling training experts. They would have you talk to your customers
and test your products and services. Only then can you understand what makes
your product inherently better than others. Answers to a few simple questions
can make all the difference:
- What do they like most and least?
- What makes you different or unique?
- How do you compare?
To provide real value and establish long-term mutually beneficial relationships, focus on improving your customers’ situation and delivering a useful, needed service.
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