Interviewing clients to understand needs Preparation, research and conversation
Preview: Interviewing clients to understand needs
Surprising as it seems, no one actually buys what you have to sell – merely because you want to sell it to them. Whether it’s financial planning, consulting services or IT software – they won’t buy it just because you can show it to them.
But there are two things people actually do buy – solutions and you.
In this module we provide a structured client conversation process which addresses both of these points.
Modules in this Category
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Delivering a presentation
In this first module of this series, we look at the art and skill of preparing and delivering an effective business presentation – in a formal or semi-formal env…
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Interviewing clients to understand needs
Surprising as it seems, no one actually buys what you have to sell – merely because you want to sell it to them. Whether it’s financial planning, con…
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Pitching to win business
This SalesDNA module addresses the art of pitching to win business with potential customers – especially in competitive situations. The process of winnin…
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Engaging Customers in a retail environment
In this module we explore how to have a short, effective needs-based conversation with customers in a retail environment – in order to generate more sales and cr…
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Introducing products into the needs based discussion
In this module we explain how to introduce your products into a client interaction, whilst retaining a natural flow to the conversation. If your business provi…
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