Defining Customer Issues - A Free Tool
Defining Customer Issues.
What issues are driving or concerning the customer with respect to the opportunity?
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Fundamentally an issue is anything that might keep our customer awake at night. These often manifest themselves as external problems they are trying to solve. However, you need to read between the lines and use all the intelligence and information you have gathered. There maybe internal drivers too.
For example, the external problem may be the procurement and installation of replacement parts. Their internal problem may relate to a need to reduce ongoing maintenance costs and increasing reliability.
Click on the tool to download this free Word resource.
By completing the simple matrix below, it will flag up information you have confidence in, as well as information that is actually an assumption that needs testing out. Contact us here if you want more information.
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"At all times, Stuart gave constructive evaluations of our company and processes. He identified areas where we could improve the way in which we are communicating with existing and prospective customers and provided practical advice on how to achieve this." Managing Director, Glen Contracts Cleaning
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