Monday Motivation Video: What Does Your Customer Think?

Guess what? Your customer is most likely not thinking what you’re thinking. A couple of months ago, I worked with a sales team on building a prospecting plan. The plan was to focus on old customers, prospects who had never been customers, and other lists of “lousy” prospects. I use the word “lousy,” because that’s what several of the salespeople said to me. Many were even adamant that they were stupid, with a capital “S.”
Video: Don’t Assume You Know What the Customer Believes:
 
 
As we built the list, I was told why various customers weren’t good. I heard every story about why they were not worth wasting any energy on to call. The stories were colorful and some of them even funny, but each one ended with the customer believing they would never do business with us again. If I had not already gone through this process a hundred times before,