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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