Knowing Something About Your Customer Is Just As Important As Knowing Your Product
May 17, 2012 By Harvey Mackay
On a national sports radio program recently, the two talk show hosts were discussing star quarterback Peyton Manning and the enormous impact he is having in his new football home, Denver. They mentioned that Manning had already learned the entire playbook, but even more interesting was the fact that he learned the names of the entire press group and knows as much as he could about them and their families. One show host opined how “brilliant” that was of Manning, and what is most impressive is that he took the time to read and find out as much information as he could.
Perhaps he does this because he knows the value of scouting reports, which colleges and major sports leagues use to assess their competition and draft choices.
I don’t know if Peyton Manning is familiar with the Mackay 66-Question Customer Profile, which I wrote about in my book, “Swim With The Sharks Without Being Eaten Alive.” However, Manning certainly knows the power that it yields when used properly to build relationships.
To read the entire article by Harvey Mackay:
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