Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy

The statement is always a “They’re really good at this, but not so good at that,” kind of statement, extracted from the answers customers gave me.

The information gathered in the initial interviews will be turned into two reports: a Conversation Report and a Summary/Recommendations Report.

How close you come to the ideal Buyer Scenario will determine how successful you are in selling to your customer.

The phrase that sums it all up When I submit the Summary and Recommendations Report to my clients, I always include a statement that sums up the company’s main strengths— and weaknesses.

They will have good suggestions for you, because they have thought about what you could do to improve They will be glad that you will be doing something useful with the data, and that the data will help others They have an interest in your success, because they are already somewhat dependent on your

hold a Brainstorming and Planning Meeting.

When you begin spending more time with customers, you will start to realize that you weren’t seeing the true picture, nor were you hearing about the problems that customers were having with your products/services,

Here’s what an email would look like if it was coming from you, in your role as the head of your company: Subject line: Would like to interview you Email text: Dear Susan: I am making sure I hear what our customers have to say. I would like to interview you at your convenience, to find out how you feel about our product, hear about your experiences

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