Invest Time With your Customers

There is no better place to invest time in current market conditions than with your current customers. But the most common mistake made when trying to secure this time with customers is that salespeople lack a valid business reason.

Your customers are facing new challenges. The reasons they started doing business with you may have changed in recent months. It is important to learn what’s changed,but salespeople must be prepared to bring value to the conversation. Trying to schedule time to “catch up” is not likely to produce results.