Look at the customer requirement and ask searching questions about why the customer will buy from a business point of view. Here is a checklist.
- What is the customer’s business objective for this campaign?
- What critical success factors declared by the customer does this campaign address?
- What benefits both tangible and intangible will the customer derive form a successful implementation?
- What are the rough costs of all the expenditure involved?
- How does the prima facie return on investment case look?
- What key ratios will be the basis of how the customer measures the success of the project?
- Where in terms of geography and company divisions will the benefits occur?
- What are the risks which the customer will take if it goes ahead with this project?
- How does the size of this project compare with others the customer has undertaken?
Author: Ken Langdon
Source: Step-by-Step – Sales Campaigning
Subjects: Customer Questions, Sales Questions
Source: Step-by-Step – Sales Campaigning
Subjects: Customer Questions, Sales Questions
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