Do entrepreneurs sometimes avoid talking honestly with customers because they fear getting an earful of complaints?
People don’t like getting bad news. That’s what makes it hard to ask questions that are really keys to identifying what’s going to happen in a relationship. The truth is there, but asking the questions and discovering the reality is tough. You recommend that small business owners, or perhaps sales managers, touch base with all their clients, or at least their key clients, sometime before the end of the year. Why? With 2010 right around the corner, now is the time to talk to clients and set the stage for the new year. It’s all about relationship management. But sometimes the most difficult relationship is the one that’s rarely talked about: the relationship between the business owner and himself. A lot of business people are great at their craft, or they’re technical wizards, but when it comes to communicating with customers, they’re weak and untrained. The process we go through with our clients is “guess-free” selling. You don’t need to guess about whether your customers will be buying
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