Preferences to leads generation:
  • Usually dresses in a conservative and professional manner.
  • Enjoy working quietly and efficiently behind the scenes.
  • Analyses and focuses to seek out the true issues.
  • Will maximize time prior to making the call.
  • Learn everything about customer before making the call.
  • Learns technical and complex subjects quickly by asking insightful questions.
Areas to challenge the leads generation process:
  • It’s ok not to be a perfectionist in most topics.
  • Reduce the amount of time used in arranging personal space and time.
  • Include personal contacts and connections in the sales pipeline.
  • Learn to give compliments to promote positive self-esteem in the customer.
  • Reduce the homework; spend more time on the implementation!
Preferences in understanding client requirements:
  • Wants to fully understand the customers question before responding.
  • Will use tried and true questioning techniques that aid in understanding the customers needs.
  • Identifies and connects well to the customer's buying style.
  • Will take accountability for accurately defining the customer's points-of-view.
  • Will listen very carefully to fully understand requirements and possible objectives.
  • Uses well-known and proven procedures when gathering information.
Areas to challenge the client requirement process:
  • Be more expressive and unstructured with the customer.
  • Ask more open focused questions.
  • Think about the customers feelings as well as the task
  • Smile, to be more approachable
  • Don’t forget to focus on the big picture.
Preferences in developing the proposal:
  • Prefers to deliver detailed text-based proposals.
  • Will bring sensible solutions to the customers' challenges.
  • Is viewed as a matter-of-fact, rational thinker.
  • Never forgets to double check that all the “i”s are dotted and “t”s are crossed.
  • Reviews the customer’s objectives using a step-by-step method.
  • Takes the customers vision and turns it into reality.
Areas to challenge in developing the proposal process:
  • Believe that "doing it now" may work as well as "doing it right".
  • Be prepared to adapt to unforeseen or changing situations.
  • Let the customer know that you understand how they feel.
  • Avoid taking a stand that will lead to an argument.
  • Speed up the process by picking up the pace.
  • Concentrate on interests of the customer omitting the unimportant details.
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Preferences when client is reluctant to buy:
  • Will deal with "unreasonable" objections in a straightforward way.
  • Identifies legitimate objections using careful listening skills.
  • Is rational and flexible when handling resistance.
  • Keeps emotional responses under control.
  • Remains levelheaded.
Areas to challenge when the client is reluctant to buy:
  • Be more alert to the human aspect that affects decision making.
  • Don’t become so serious that the customer rejects your ideas.
  • Understand that enthusiasm for the product may not be apparent to the customer.
  • When the customer offers a rebuttal remember it maybe coming from feelings and not from lack of details.
  • Smile sometimes, and lighten the tone when responding to a customers concern.
  • Work on being seen as more perceptive and caring.
Preferences when asking for the sale:
  • Makes proposals that customers respect and trust.
  • Always fulfills obligations.
  • Capitalizes on opportunities for repeat business through keen professionalism.
  • Proposes real solutions to continuing objections.
  • Acknowledges the customer's on board when the check arrives!
  • Uses a orderly and structured approach to the customer’s needs.
Areas to challenge when asking for the sale:
  • Take care not to appear demeaning when using advanced knowledge.
  • Say: "Can we just move forward?" when it is appropriate.
  • Understand, to the customer this is generally not just an order, it’s establishing a relationship of trust.
  • Work on coming across as less unbending and inhibited by process.
  • Connect to the customer's pace and tone.
  • Be more relaxed and less formal when negotiating.
Preferences in customer relations after the sale:
  • Closely controlled and attentive to technical matters.
  • Likes to stay-on- top and have a method of measuring on-going activities.
  • Keeps an eye on all agreements and guarantees.
  • Is painstaking careful in both planning and delivery.
  • Quietly and efficiently addresses customer concerns.
  • Adheres to tried and true systems and procedures.
Areas to challenge in customer relations after the sale:
  • Develop several relationships within each customer's company.
  • Deal more often with the personal side of customer relationship.
  • Welcome negative feedback as it may reveal a path of development.
  • Avoid being worried about procedures: focus on results.
  • Ask for testimonials recognizing a job well done.
  • Communicate with customers regularly to discover their changing needs.
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