We have found that it is critical to have information about our customers/clients. Armed with the right knowledge, you can outsell, out manage, out motivate and out negotiate your competition. Knowing your customer means knowing what your customer really wants. Maybe it’s your product, but maybe there is something else, like: recognition, respect, reliability, service, friendship, help – things all of us care about as human beings.
The Mackay 66 Sheet, inspired by Harvey Mackay, is a good way to develop a profile of each customer. Look, listen, and learn all you can about the customer, both personally and professionally. You’ll find topics for opening conversations, which can open doors for you and your company.