01.23.17
Asking Questions to Grow
Early in my distribution career, I was excited about a large sundries order for hardwood until my manager asked me, “Why didn’t we get the entire hardwood flooring order???? I have never forgotten that question because it is a constant reminder to question where customers are making their buying decisions. Here are a few things (some maybe obvious) to ask as you work to grow your business in 2017.
• A business that is open is buying from someone. If not you, then who and what are they buying?
• Walk through the customer’s warehouse. Which manufacturer’s pallets do you see? If not from you, why not?
• When you walk through the front door, do the salespeople know your name? Do the decision makers know your name? If not, I can guarantee that you have no sales or very low sales with this account.
• Do you ask for the order? Timid salespeople are hungry and poor salespeople.
• When is the last time management has visited the customer with you? Good customers appreciate it when their business is recognized by management.
Make 2017 your most successful year yet.
Regards,
Brian
