Preferences to leads generation:
  • Enjoys working silently and effectively while in the background.
  • Approaches lead generation in a methodical and realistic manner.
  • Applies a thoughtful and methodical approach to generating leads.
  • Qualifies and prioritizes prospects' goals.
  • Is usually prepared, yet can be spontaneous.
  • Builds connections and long-term relationships through the sales process.
Areas to challenge the leads generation process:
  • Investigate new and different ideas.
  • Speed up the business building process while building the relationship.
  • See an image of positive outcomes each time you make a contact.
  • Concentrate on prospects with the most financial potential.
  • Focus more on your strategy, and a little less on the relationship.

Preferences in understanding client requirements:
  • Puts emphasis on the importance of the relationship through calm reflection.
  • Will remember and prioritize significant details when recognizing and qualifying the issues.
  • Encourages openness through sensitive and concerned listening.
  • Develops an appreciation for needs of their customers.
  • An awareness of the differences in people's approaches and styles.
  • Creates a strong relationship by encouraging their customers to share appropriate personal information.
Areas to challenge the client requirement process:
  • Spend less time with people who aren't key decision-makers.
  • Avoid letting any negative customer response shut them down.
  • Occasionally break with established procedures.
  • Openly discuss complex or challenging areas.
  • Move into discovering their requirement more quickly.
  • Don’t take criticism personally.
Preferences in developing the proposal:
  • Needs to identify and address the customer's values.
  • Develops a relationship in a carefully and non-intrusive manner.
  • Address issues in a calm and relaxing manner.
  • Will never promise more than they or the company can deliver.
  • Tries to see the reasons behind the customer’s requests.
  • Needs to deliver proposals the meet the exact needs of the customer.
Areas to challenge in developing the proposal process:
  • Learn to rely on the experience of others before making the final proposal.
  • Regardless of the customer’s knowledge, you are the expert.
  • If things go wrong, don’t be so quick to accept the responsibility.
  • Present yourself in a professional manner; you may even model your customer.
  • Display with excitement how you feel about your product
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Preferences when the client is reluctant to buy:
  • Will keep the relationship alive by being more accommodating.
  • Will listen for reasons behind the reluctance.
  • Will be able to determine if customer is honest or just making excuses.
  • Is constantly aware of customer apprehensions.
  • Sees the customers objections as a means of satisfying their needs
Areas to challenge when the client is reluctant to buy:
  • Objections are sometimes a means of clarifying details.
  • See objections less as a refusal and more as a potential buying signal.
  • Be confident in helping the customer through the buying process.
  • Realize that a difference in opinion doesn’t mean they are not buyers.
  • Listen to their objections as it might be a request for further clarification.
  • Don’t feel personally offended if they don’t buy the first time.
Preferences when asking for the sale:
  • Makes sure the all the customer’s needs are considered to lower the buying risk.
  • Reviews previous experiences.
  • Seeks win/win solutions to avoid conflict.
  • Brings reassurance to prospective customers during the decision-making process.
  • They always stand behind their obligations.
  • Assists the customer to prioritize options.
Areas to challenge when asking for the sale:
  • Remember the customer wants results.
  • Be direct when asking for the business.
  • Be more assertive when asking questions that will result in the sale.
  • Constantly look for "buying signals" and respond to them as they appear.
  • Keep in mind that you don’t have a sale until the customer says, “Yes”
  • Realize the risk of buying will be different for each customer.
Preferences in customer relations after the sale:
  • Enjoys staying in contact with customers.
  • Understands the benefits of long term relationships with customers.
  • Builds relationships with long-standing customers.
  • Make customers aware of additional products or services that might help their business.
  • Enjoys regular face-to-face customer updates.
  • Enjoys forming partnerships with their customers.
Areas to challenge in customer relations after the sale:
  • Be sure to ask for referrals.
  • Many times it is advisable to go around the rules to meet the customer’s needs.
  • Be aware of the possibilities of "add-on" sales.
  • The relationship with the customer is not always the end product but the means to get the sale.
  • It is ok at time for the customer take advantage of your good disposition and willingness to please to get what they want.
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