Making the ‘short list’ but not closing the deal? There’s no silver medal.
There’s the customer’s ‘Dear Santa’ list… which is usually rather long. Then there’s the handful criteria that determines who actually wins.
In 12 years of interviewing industry leaders on our clients' behalf, we've found our clients accurately identify the decision-makers' top 5 buying criteria...60% of the time. But then, probably so does their competition.
To have the best shot at closing the deal, you need to know those top 5 buying criteria! The best way to do that? Survey! Current customers. Former customers. Prospects.
And if you really want honesty… not just what clients think you want to hear…have a 3rd party design and execute the survey.
To learn more about Buying Criteria Survey design, contact Terri Heath 847.446.4975 or email firstname.lastname@example.org