Preferences to leads generation:
  • Plans for the key customer issues that are likely to surface.
  • Will use the latest technology to facilitate lead generation.
  • Can enjoy the challenges of cold-calling.
  • Demonstrates proficiency in planning and thinking.
  • Prepares for the call
  • Knows its important to collect pre-call information to understand the customers' potential needs.
Areas to challenge the leads generation process:
  • Listen carefully, slow down, and seek to adapt and connect.
  • Work on building a level of trust.
  • Don’t be too controlling, let the customer take the lead.
  • Take a flexible approach, without pre-judging outcomes.
  • Include all contacts and acquaintances in your sales pipeline.
Preferences in understanding client requirements:
  • Makes sure customers questions are understood before responding.
  • Will use tried and true questioning techniques that aid their understanding of customer needs.
  • Recognizes and adapts well to the customer's buying style.
  • Takes personal responsibility for accurately defining their customer's needs.
  • Takes care to fully understand requirements and possible objectives.
  • Sticks to their established and trusted procedures when gathering information.
Areas to challenge the client requirement process:
  • Learn to be less structured and more spontaneous with the customer.
  • Ask more questions that will lead to general information.
  • Learn to deal more with the human side of the customer.
  • Smile, it makes you more approachable.
  • Be aware of your customer’s big picture.
  • When necessary use your colleague’s strengths to add to your meetings.
Preferences in developing the proposal:
  • Prefers written proposals.
  • Provides practical answers to their customers' challenges.
  • Is viewed as a realistic, sensible thinker.
  • Makes sure all the 'i's are dotted and the 't's are crossed.
  • Views objectives with a step-by-step process.
  • Turns the vision into reality.
Areas to challenge in developing the proposal process:
  • Consider that "do it now" may work just as well as "do it right".
  • Be adaptable to unanticipated situations.
  • Regularly communicate that you understand how the customer feels.
  • Don’t fall into the argument trap.
  • Speed up the process.
  • Keep in mind what customer’s immediate interest.
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Preferences when client is reluctant to buy:
  • Deals with "irrational" objections in a straightforward manner.
  • Appeals to rational and emotional intentions when responding to the customer.
  • Will listen for the customer’s true objections.
  • Handles resistance logically and will adjust accordingly.
  • Will not let their feelings get in the way of good judgment.
  • Stays calm and cool under fire.
Areas to challenge when the client is reluctant to buy:
  • Be more aware of the human side of the customer that may be affecting their decisions.
  • Avoid becoming too serious.
  • Consider that their passion for the product may not be obvious to the customer.
  • Avoid detailed responses to every rebuttal.
  • Smile, and ease the tone of voice when responding to the client’s reluctance.
  • Work on being seen as more insightful and caring.
Key strengths in gaining commitment to the sale:
  • Makes proposals that customers approve of and trust.
  • Always honors their responsibility.
  • Takes full advantage of opportunities for repeat business through enthusiastic professionalism.
  • Offers genuine solutions to constant objections.
  • The deal is real when the check clears the bank!
  • Uses a well thought-out approach.
When gaining commitment you could:
  • Take care not to seem demeaning when using advanced knowledge.
  • Say: "We can get it down now?" if the customer appears to be ready.
  • Realize that its not just a business deal, but creating a relationship.
  • Work on being more flexible and less prohibited by process.
  • Try to model the customer's pace and tone more closely.
  • When bargaining with the customer by more informal.
Preferences in customer relations after the sale:
  • Self-disciplined and aware of technical considerations.
  • Likes to assess activities.
  • Keeps track of agreements and guarantees.
  • Is thorough in both planning and delivery.
  • Gently and efficiently meets the customer’s concerns.
  • Holds fast to tried and true systems and procedures.
When following-up and following through you could:
  • Get to some of the important people to the customer within their company.
  • Be more attentive to personal relationship with customers.
  • Don’t become irritated when receiving negative feedback as it may reveal hidden needs.
  • Be careful in becoming involved with procedures: focus on results.
  • Ask for testimonials from satisfied customers.
  • Communicate with customers on a regular basis to discover their changing needs.
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