Everyone talks about building customer value and added value.
But when I ask the CEO, sales director and salesperson the question:
- "Remove all platitudes, can you describe HOW you create customer value"?
...so I often get very vague answers about added value, customer benefits, expectations, good quality, unique service, etc
...often many people begin to describe WHAT the customer value is, but my question is HOW do you create this value so that the customer understands and values it.
My thinking is:
how can an organization work as a team if everyone does not have the same picture of HOW we create value for our customers.
how do you train your salespeople to create customer value if the organization itself has difficulty describing HOW to do it?
Test and ask the question to your colleagues and employees - How do we create customer value?
Good luck with your customer value
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