Are You Selling To The Store You Remember Or The Store They Are Today?
You know your longtime customers.
Or do you?
Retail businesses evolve. Their customers change, price points shift, categories grow or disappear, ownership changes, online sales expand, and new opportunities emerge. But as a sales rep, it's easy to keep selling based on what you learned about a store five or ten years ago.
In Episode 198 of The Sales Advantage Podcast, Dawn Grooters challenges sales reps and B2B sales professionals to rediscover the customers they think they already know.
You'll learn why longtime customer relationships can sometimes lead to fewer questions, how to recognize assumptions like "they don't buy that," what to look for when visiting an existing account, and how better sales questions can uncover what's happening in a retailer's business today.
Because your customer's buying history is valuable, but it shouldn't limit what you believe is possible for their future.
This episode will help you approach existing accounts with more curiosity, active listening, customer discovery, and relationship-based selling so you can better understand changing customer needs and uncover new sales opportunities.
Don't let knowing their history keep you from discovering their future.
🎧 Listen to Episode 198: Are You Selling to the Store You Remember or the Store They Are Today?
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If you want to get connected with Dawn Grooters and her team, send us an email or schedule a call by clicking here.