Why do you think your customers buy from YOU?  Do you have the guts to ask them?

You can not get better at bringing value to your customers and prospects until you understand the value that you bring to those who buy from you now.

Take your top 10 customers and ask them:

    1. Why did they buy from you originally?  (What made you different from every other rep they spoke with?)

    2. Was there anything they would have liked you to do differently?

    3. Why are they STILL buying from you?

    4. What can you be doing to bring more value to them?

After you have spoken with all 10, you should have a better idea of what you did and could be doing to bring value to future prospects.

Now if you really have the guts, go and ask the same questions of the prospects that you did not close.  Learn why your competitor won and keeps their business.  How did they convey more value to the prospect than you did?

The point of learning all of this is to get better at providing more value to the people who can make you money.