10 Tips to Drive Your Business Using Your “Drivers”      

Every time you have contact with a customer you should:
1. Uncover a new driver – either personal or business.
2. Reinforce a current driver with a new supporting fact.

Business Driver Tips:
3. Ask questions that require an open response to gain insight into the customer.
4. Always “double-down” your question by being ready to ask a follow up question after the customer responds to your first question.
5. Always link your conversation with a business driver but never link a phone call with more than 2 business drivers.
 

Personal Driver Tips:
6. If you aren’t able to find out any personal drivers be prepared to share with the customer something that occurred to you, ie: what you did over the week-end as a way to get them talking about what they did.
7. If the customer does not offer up personal information, don’t push it – accept as a personal driver that they do not like talking about personal information.
8. Open a conversation with a comment that supports one of their personal drivers.

Driver Tips:
9. Always record your drivers; never think you’ll remember everything.
When taking over an account or giving someone else your account, be sure to share the drivers; however, the new person should only use the business drivers in conversation.

10. Allow the personal drivers to develop with the new person, this ensures integrity and confidence with the customer.

“Helping companies identify better prospects, close more sales, and profitably build more long-term customer relationships”