how to change leads into business relations. step 2
TRANSCRIPT
A VISUAL PRESENTATION BY SALESCLUES.COMCREATED BY INSTREAM.IO TEAM
www.instream.io www.salesclues.com
HOW TO CHANGE LEADS INTO STRONG BUSINESS RELATIONS?
STEP 2HOW TO DEFINE CUSTOMER’S NEEDS EFFECTIVELY? DON’T TRY TO GUESS!
LET’S GO!
WHAT ARE CUSTOMERS LIKE WHEN IT COMES TO TALK ABOUT THEIR NEEDS?
„I DON’T KNOW WHAT I WANT…”
„I KNOW WHAT I WANT BUT I DONT KNOW HOW TO SAY IT…”
„I NEED A SOLUTION BUT I DON’T WANT TO TALK ABOUT A PROBLEM…”
„I DON’T HAVE TIME!”
WRONG SOLUTION
CUSTOMERS DON’T TRUST
SALES PEOPLE
CUSTOMERS DON’T WANT TO
ADMIT THEIR PROBLEMS
NO RELIANCE
NO INFORMATION
WHY DON’T CUSTOMERS WANT TO TALK? AND WHAT HAPPENES THEN?
YOUR STRATEGY?
ASK QUESTIONS!NEVER EVER GUESS!
WHAT YOUR CLIENT SAYS IS USUALLY THE TOP OF THE MOUNTAIN…
…AND YOU NEED TO GET THERE FROM THE VERY BOTTOM
WHAT YOUR CUSTOMER SAYS HE WANTS
WHAT YOUR CUSTOMER REALLY WANTS
WHAT YOU ALREADY KNOW
WHAT YOU NEED TO FIND OUT
CUSTOMER’S NEEDS
BE PERSISTANT!DON’T STOP UNTIL YOU HAVE
ALL THE DATA YOU NEED
VERIFY YOUR FINDINGS
SUMMARIZEYOUR
CONCLUSIONS
LACK OF CUSTOMERS’
TRUST
ASK ACCURATE QUESTIONS
AND AGAIN!
IDENTIFY THE PROBLEM
HOW?
THANK YOU!THANKS FOR YOUR TIME
WE HOPE YOU ENJOYED IT!
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