Products

Silence can be golden. Practise using it to your advantage.

Being an expert on our product or service is invaluable but can also be our downfall. Doing more talking than listening is a sure-fire way to get our customers investigating what our competitors can offer.

Xerox managed to triple sales simply by asking curious questions. That way they could drill down into what customers needed and offer something that hit the spot.

This Live action gets you to put your detective’s hat on and understand customers’ motivation and mindset, to give them what they, instead of you, want.

Example scenarios

You’re under pressure from your manager to speed up the sales process, and the breadth and depth of your knowledge means you can map out a solution for your client immediately. The client on the other hand is still weighing up their options and doesn’t want to be bamboozled by over-complicated jargon. How do you approach the sale?

You’re off to meet a client of one of your competitors, whose current software is letting them down. You want to find out as much as possible about your competitor and convince the customer to switch to your service, but they have their doubts. How can you uncover what they want?

A particularly tricky client has a long list of requirements, only some of which your product meets. You know your offer has many other benefits, you just need to match them up with what’s important to this client.