Interviewing clients to understand needs The body of the conversation

Preview: Interviewing clients to understand needs

Surprising as it seems, no one actually buys what you have to sell – merely because you want to sell it to them.  Whether it’s financial planning, consulting services or IT software – they won’t buy it just because you can show it to them.

But there are two things people actually do buy – solutions and you.

In this module we provide a structured client conversation process which addresses both of these points.

Modules in this Category

  • Delivering a presentation

    Delivering a presentation

    In this first module of this series, we look at the art and skill of preparing and delivering an effective business presentation – in a formal or semi-formal env…

  • Interviewing clients to understand needs

    Interviewing clients to understand needs

    Surprising as it seems, no one actually buys what you have to sell – merely because you want to sell it to them.  Whether it’s financial planning, con…

  • Pitching to win business

    Pitching to win business

    This SalesDNA module addresses the art of pitching to win business with potential customers – especially in competitive situations. The process of winnin…

  • Engaging Customers in a retail environment

    Engaging Customers in a retail environment

    In this module we explore how to have a short, effective needs-based conversation with customers in a retail environment – in order to generate more sales and cr…

  • Introducing products into the needs based discussion

    Introducing products into the needs based discussion

    In this module we explain how to introduce your products into a client interaction, whilst retaining a natural flow to the conversation. If your business provi…

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