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Vice President, Product Strategy
Director - Patient Access and Care Coordination
VP Customer Relations
Understand Why Customers Buy
Most sales organisations find out why they lost a contract, but few ask why they won one. Establishing this is key to continuing success and developing solutions that your customers want. Most customers don’t want the cheapest – they want the best value product or service for their needs. So if you believe you won a contract only on price, your customer, if pressed a little harder, may give you a little more information that can help you understand exactly why he/she bought. Summary – ask for information – don’t assume!