Finally, after many calls, emails, and conversations, the customer tells you they are ready and interested to talk with you. Finally, after many calls, emails, and conversations, the customer tells you they are ready and interested to talk with you. STOP!!!! Simply put, even when the customer does explain their need, the first need they tell you is likely not the “real underlying driver” but rather a symptom of a bigger issue, goal, or problem they are experiencing.
There are many uncomfortable questions that we need to ask as consultative people. But why? These questions include (but are not exclusive to): Why are these Questions Uncomfortable to Ask? Sometimes these questions can feel too sensitive, invasive, pushy and
Regardless of your role, if you are in any type of customer-facing role, you know that the key to success comes down to “communication”. And as the old story goes, it is not “what you say” but “how you say
It’s the technique of telling your customer ahead of time what questions/topics you would like to cover/ask the next time you talk with them. Example… Scenario Typical Approach Alignment Approach The Difference Your customer buys product x from you but
Everyone knows that the first step towards any sale is identifying a need. The key question, of course, is how to do that. Simply put, there are 2 types of needs: Needs your Customer Knows They Have Let’s first look
Question: What is your customer really buying? What keeps them coming back? What is going to make them refer people to you? What will decrease the importance of just price alone? Answer: The overall buying experience your customer has when dealing with YOU. Below
While this topic by its title may seem too simple for a whole page, I can tell you that it is the single most powerful technique I use on a day-to-day basis. Why is the Technique Useful? 1. Quantity: To
The Purpose: To trigger a response/action when trying to book a meeting, hit a deadline or to get a timely response when you are not in front of your audience, not talking with them or not everyone has their calendar.
Just like in a car, in every relationship, there can only be 1 “driver” (lead). You or them? The sooner you “grab the wheel”, the faster your audience will naturally move into the “passenger” seat (which ultimately means they trust
Human nature is typically “risk averse”. They want what they want at the lowest risk possible. The definition of risk differs for different people. Some people would rather pay more because they believe (rightly or wrongly) that something is going