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Suppose your client doesn’t understand how to use the new features of your software, or how to get the most out of your product. Can your organization help your client succeed? I often hear this from my clients.
As a good coach, I will ask:
What is your client’s goal?
What are your client’s expectations?
What do you want your client to do?
I start with what I know: If your client wants to maximize sales, they’re going to have to understand your software and how to use it. So I ask:
How are you measuring your sales?
How are you tracking your leads?
What leads are you closing?
How many leads are you creating each day?
What leads are you losing?
What leads are you not following up on?
That’s just the beginning of the process. After we have pinpointed your client’s goals, I focus on the expectations. As a coach, I need to know what’s expected of me and my client. If my client is using the software and closing leads, I need to know what that means. If my client is doing everything right, I need to know what can still be improved.
Sometimes, I’m not sure if my client understands what’s expected of them. That’s when I focus on what my client can do. I will ask:
How many hours do you have per week to focus on your sales?
How many hours per week do you have to train new users?
How many hours per week do you have to help new users get started?
How much time do you have to get your leads in a state of readiness?
How much time do you have to call them and follow up?
What do you have to do every day to close a deal?
How long does it take you to close a deal?
How much time does it take you to close a deal?
How much time do you spend on sales forecasting and managing leads? be359ba680
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