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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