Have you ever called on a customer who shared with you a problem about his existing vendor? He’s unhappy and asks you if you could help — is that a buying signal or what? But wait! Instead of saying yes and launching into a spiel about how great you and your company are, respond with:

“Yes, I believe we can help you, but first let me understand your current situation…Can you tell me exactly what happened that’s causing you to look at other options?”

With the economy showing signs of life, now is the time to be sitting down with customers and plan how you’re going to be a strategic partner to ensure their success in 2010.

To win more sales, the one question you should be asking your customers is:

“Tell me about your goals for this year and the action steps you’ll be implementing to achieve them.”

The answer you get will reveal what’s important, the resources they’ll need, and how you can play a role in helping them to achieve their goals. Anyone can give lip service to goals. What you want to find out is how they’re going to make it happen. What’s their game plan? And how do you fit in?

Earlier this year, I joined 38 top business, marketing & sales experts  (including Jay Conrad Levinson, Robert Allen, Michael Gerber, Tom Hopkins, Laura Ries, Jacques Werth, Seth Godin) to share our best ideas to succeed in a tough economy.

Scott Aughtmon captured this info and produced a phenomenal e-manual (2 volumes) titled How Your Business Can Survive and Prosper In A Recession.

Scott just informed me that he is giving it - currently selling at $47.00 - for FREE but only until January 5th.

His only request - as a contributing author, I can extend this offer to our loyal customers and subscribers - but that you do not forward this email to any friends or colleagues. There are no strings attached.

Does it seem like time slips through your employees’ fingers? When you pass their desks as quitting time draws near and sneak a peek at their work, does it seem like they’ve made little progress since you passed their desks that morning? Kathleen Alessandro, president of the consulting firm Energized Solutions, in Dearborn, Michigan, knows from experience how workday life’s little interruptions can eat away an employee’s time. She suggests these two tips to help your team members get their projects finished, off their desks, and into your in-box.