Questions, questions...

I'm often asked (or overhear when I'm eavesdropping) "How do I sell more," or "How do I get my salesperson to sell more."  I always answer by asking "Who's buying now, what are they buying and why?"  Very few business owners or CEOs have a real handle on who their customers are, what motivates them and why.  One owner I know refuses to even ask his customers, believing it is an intrusion.  Oy!  Tip:  your customer has already made a commitment to you with their initial purchase...it is up to you to turn that into a relationship. Ask them how you can best serve them...they will be delighted to tell you what they think.