Paul Burr Articles
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What value do you bring to your customer's table?
In my first article I describe how customers only ask four questions. The 2nd of which, "What Value Do You Bring to the Table?", could do with further explanation.
What Questions Do New Customers Ask of Entrepreneurs?
Amongst many things, entrepreneurs spot a hole in the market, create something ‘new’ (or different) and move fast. They need to be cash conscious, astute risk takers, careful business planners, passionate and energised. They influence financiers, associates and (most vital of all) ‘new’ customers. Good entrepreneurs sell and sell well. (And in the current economy, many who were once in the order-taking-by-word-of-mouth business need to learn to sell too.) They start by raising customers’ curiosity. And once they have raised curiosity, how can entrepreneurs go about selling, a ‘new’ product or service to a ‘new’ customer, well? Answer: understand the sequence and the nature of the questions all customers ask. What questions?
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About the Author: Paul Burr Paul Burr PhD BTech has 13 years experience in Corporate Business Coaching, Personal Life Coaching and modeling what top performers do differently in key organizational processes e.g. sales, leadership and consulting. Prior, he built a career in sales management, corporate sales and account management with IBM. Find out about Paul's clients' experiences and results at http://www.beowulfconsulting.co.uk/testimonials. Paul has a first class honours degree in Mathematics and a doctorate in Statistics. He is a Master Practitioner in NLP, Time Line and Hypnotherapy. His client list includes many entrepreneurs as well as large corporations such as IBM, Cisco, Xerox, Accenture and BP. Author of Learn to Love and Be Loved in Return. See www.learntoloveandbelovedinreturn.com Click here to visit Paul's website.   What value do you bring to your customers table What Questions Do New Customers Ask of Entrepreneurs |
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