Are You Getting Feedback?
by Brad Hieneman

In Harry Beckwith's book, Selling the Invisible, Harry tells a story of a salesperson who approached him to sell a product. In his book, Harry tells how the person did such a poor job that not only did he not buy from him after the presentation, the salesperson insured that Harry would never buy from him.

The point he made in this story is that he never told the person what a poor job he was doing and then outlined his reasons for not sharing the information. The lesson he was teaching was that the only way you can get feedback from your customer is to ask them.

When you present the CTi products to a customer, do you ask for feedback on how you did when you are done with your presentation? A simple question such as, "I'm always looking for ways to improve my business. Can you tell me how I did in clearly presenting the product to you and answering your questions?" Not only is this a great way to get feedback on how you're doing, it also will impress some customers to the point that it will push them off the fence and turn them into buyers.

People are always looking to do business with companies that truly care about providing them with a quality product. Get the feedback you need in order to provide your customers with an outstanding experience.