Flight Of The Buffalo Chapter 13 Book Review
Today I review chapter of “Flight Of the Buffalo” . If you read the first post in the series you know that this is a management book that I decided to review for you guys.
PART 4 -Determining Focus And Direction
CHAPTER 13 – “The Customer Is The Boss: Productive Partnerships with the Boss”
In sales you should use a customer-oriented approach. If a customer wants a specific item, make it. You should also use the partnership approach to get your customer to contribute to your goals. Part of this is preparation before you actually contact the customer.
You should always begin with the customer’s business by working to understand the customer’s business. Some of the questions you might ask include:
Tell me about your activity?
What are the few keys to success in your unit?
What is your unit’s advantage in the marketplace?
Usually problems spur partnerships and let the customer know you are there to help. Review partnership actions with customers every week.
End of Chapter Question: Are you a supplier or a partner?
Leadership Solution: Sit with the customer, or don’t get in the door.
I hope you enjoyed this chapter review and stay tuned as I cover the next chapter