Jermaine Edwards

Future Based Customer Conversations #salestips #customersuccess

10 Mar 2024 · 1 min

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Sales reps usually focus on what customers need right now. Instead, extend conversations to what they'll need in six months, a year, or two years ahead. This positions you to spot and nurture future business opportunities before competitors do.

Chapters

Number 4, future-based conversations. Now, every week you're pretty much talking about the future. You're talking about an end result with and for the customer. But I want you to focus just a little bit past that particular juncture, that particular outcome that your customer is looking for. Now, that might be coming a month from now, a year from now, even 2 years from now, but I need you to think even beyond that. So in a future-based conversation, You're going to hear me say this quite a bit. We need to sow seeds for future opportunities. And so in your future-based conversations, what we need to talk about are things that matter past the result.

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