Thursday Feb 23, 2023
We need our CSM's to become more "strategic".(What that really means, no one will ever know)BUT, here's an easy way to *start*...Coaching your CSMs to get better at asking open-ended questions AND listening.Open-ended questions often begin with words such as "Why" and "How."Or they can use phrases such as "Tell me about..."💩 Did you accomplish your goals in Q1 2020?➡️ Tell me more about your goals from Q1 2020...💩 Has your business been affected by the recent recession concerns?➡️ What adjustments have been made to your business due to the recent recession concerns?💩 Do you have an executive sponsor for this project?➡️ How are you engaging with your leadership team around this project?This is a small change.But you need to start small and build momentum.What other open-ended questions should we be asking our customers?
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