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Thoughtful Thursdays – Uncovering client needs

The Richardson 2019 Sales Challenges Study identified the top challenge in uncovering client needs as “creating value and insight during the conversation with the client.” Today’s Thoughtful Thursdays sales thought looks at addressing this challenge.

The study goes on to say that the sales professional is tasked with having a depth of knowledge of the clients’ industry. In order to be sustainably succcessful this is almost a given in today’s competitive business climate.

There are also softer skills that will help the sales person create value. Top of the list for myself is the ability to quickly assess the personality type of the person I am talking to.

Personality Dimensions breaks the personality types down into four colours. Keirsey refers the four types as temperments.

Familiarity with the different personalities will help you identify what each type values. With this knowledge you will be able to design approaches that will appeal to each audience. The ability to pose different questions that will provide you the same information is a powerful sales skill.

Once you have the information, insights can then be gained. The insights will lead to the value. Having multiple approaches can descibe the same value, but express it in a way that resonates with your client.

The abilility to identify what your client values and then expressing that value it in a way that is easily understood, combined with in depth industry knolwedge will differentiate you from much of your competition.

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will be happy to respond.


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