Notes:
- Love your inner Sales person?
- Sales is sharing story with customer?
- Dialogue: reach a mature understanding of what the client values most
- Quality of Dialogues = Quality of Customer Acquisition
- Dialogue builds rapport: if the perceived value is almost similar, people buy from the person you like the most.
- To get the customer to reflect their unique needs to you
- You cannot tell your way into a solution (you need this, that, etc)
- Perception of your product matters to customer
- Knows the Customer's DNA: Drivers (Ego, Security, Ease, etc), Needs (Function, Scalibility, etc), Aspirations (Project, Team, Personal)
- Better Dialogue: Selfless Questioning, Listen (don't assume, non-judgemental)
- Don't allow sales person to focus on monetary reward only (tie them to growth, customer happiness, feedback, etc)
- Hire the person who asks the most interesting questions. Don't hire Franks (hot-shot salesperson at big companies)
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