There are 5 steps you want to follow before you’ll solve your customer’s downside.
1. Listen. this is often a forgotten talent. For many, listening amounts to nada quite remaining silent just for as long as is critical for the opposite person to draw breath, and thereby leave open atiny low gap within which the “listener” will jump in and supply an opinion.
2. raise smart queries
The purpose of asking queries is to be told quite what you learned within the initial step. you would possibly raise for symptoms of the matter. What occurred to form the client suppose that one factor, however not another, was inflicting the problem?
3. conclude what potential solutions they’ve tried already? If the criticism may be a sore throat, then you would possibly need to grasp what over-the-counter remedies are tried. If you the matter looks to be that the automotive keeps stalling, you’ll need to grasp when the automotive last filled-up, or where the automotive has been driven.
4. offer a selection of solutions.
A good combination is 3 choices based mostly on increasing edges to the client. Usually, value and edges go together: low value and low profit, or high profit and high value. If you’ll separate the 2, do so.
5. build it simple for the client to settle on the correct resolution for them.
I bear in mind an episode of inexperienced Acres within which the sales clerk ended up selling many completely different things that were cheaper to a client as a result of the costlier ones weren’t required. once you actually perceive your customer’s downside, identifying the most effective resolution for them are a chunk of cake.