Are Your Customer Conversations Producing Results?
Or are they transactional discussions that lead nowhere? 😫
If you’re not sure or they vary, then don’t worry.
This is very common problem we see in business development professionals.
And it has NOTHING to do with your personality, your look, your accent, or even your intention.
So what’s the difference?
The good news is it’s a learned skill to become a go-to resource for customers.
Elite professionals are incredible at having productive customer conversations.
The rest have the type of conversations where they think it went “well” and then are confused why the customer now avoids them.
Why? They don’t realize they’re pushing to close too early and unknowingly just pushed the customer away.
This is one reason why ghosting is now such a prevalent problem that confuses many well-meaning professionals.
Building rapport is important, but once you’ve made it that far, you must uncover both their high-level and specific challenges.
Then the critical, Elite secret takes place.
You MUST understand the impact of those challenges in the organization.
Then, you can help paint the picture for them to make this impact tangible to them.
Every decision from the customer has some kind of impact—either positive or negative. This impact could also be in several different areas, depending on what’s needed.
Do you know the impact—the business drivers—that your solution could have with your current customers or prospects?
If not, this is a GREAT opportunity in front of you.
This is a chance to reframe your customer’s perception of your relationship.
✖ STOP thinking about your next question.
✔ Focus on understanding the impact of your customer decisions.
Take the initiative today to turn things around by going deeper. You won’t regret it.
