Dave Richardson

Here’s a Training Exercise to See How Well Your Team Knows Your Clientele

Here’s the fastest way to see how much your team knows about the customers they serve.

Published

7 years ago

November 9, 2018

INSTORE Staff Instore November 2018 Issue

Here’s a Training Exercise to See How Well Your Team Knows Your Clientele

Knowing Your Customer is Critical

WHY IT IS TRUE: Selling used to be about transaction; now it is about relationships. How many customers are in your database and what do you know about each of them?

PLAN OF ACTION: On a sheet of paper, ask your salespeople to write down the names of your top 50 customers. Ask them to write something they know about that customer, their spouse, hobbies, etc. Train your team based on how well they know your clientele.

INSTORE Staff

Since launching in 2002, INSTORE has won 89 international journalism awards for its publication and website. Contact INSTORE's editors at [email protected].

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