What’s the Best Outcome I could Help You Achieve?
The customer has dreams and aspirations about their project. They want certain goals to be met, certain targets to be achieved.
What of you could help them achieve those targets? What if you could get them a few steps closer to their dreams?
As a sales person you should aim to understand the customer’s objectives. What does the customer want from their project? What are the customer’s targets for the year? What do they expect to earn in this quarter?
More importantly, if the customer wants to achieve a specific target, how can you help them? What can you do to boost their sales? What product or service can you provide which makes the customer more productive, cost efficient and profitable?
Knowing how you can help the customer achieve their aims and objectives provides you clarity in your objectives and actions.
So, start the conversation with your customers on what they hope to achieve and how you can help them do it.