We all know the secret to great customer relationships is to listen more than you speak. But what is the question that will get your customer talking? In this video, I share the one question I ask every customer to determine their needs - and it never fails to deliver.

It's as simple as asking "how are you measured at the end of the year?"

Cut right to the chase. The motivation for every customer is what's in it for them. They want to look good to their boss. They want a pay rise or to hit their targets and grab that bonus.

Our job as account management and sales teams is to help our customers deliver their best.

You can frame it many different ways:

- What does your boss want you to deliver by the end of the year?
- What are your targets for the year?
- What is the single most important thing you need to accomplish?
- What's your biggest priority?

They're essentially saying the same thing.

You also need to find out how they are measured. It's not enough to say the need to reduce costs. You want to know by how much, so you can factor that into your strategy.

It's also a great question to ask your customer to get to know them. You'll find that single questions gets them opening up about all their challenges, how well they're performing against target. They'll get excited about how you might be able to help them look good and you might even learn a little gossip.

All of this helps you align your strategy, close a sale, or strengthen your relationship.

An ultimately, we DO want to help our customers succeed. We want them to not only achieve but smash their targets and get to the end of they ye

Check out my blog post for 44 more questions to ask your customer to find out what they're really thinking.

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KEEP WATCHING:

How To Plan Goals For 2018 & Have Your Best Year Ever
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Important Questions To Ask Yourself Every Year When Planning For Goals
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ABOUT ME:

My name is Warwick Brown and I have been an Account Manager for more than 15 years looking after some of the world's most prestigious firms, including Merck & Co, Deutsche Bank, McKinsey & Company and Vodafone.

As a leader, I have recruited and coached teams in Australia and the United Kingdom with a strong focus on career development.

I'm here to share lessons I learned the hard and help you with career advice, managing clients and looking good to your boss while you do it.

I want to give you all the skills you need so that the jobs, promotions AND the money come to you. Let's put it out to the Universe.


I hope you stick around. It's going to be fun.

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Please watch: "How to Get In Front of the C-Suite & Get Results"
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