Customer Experience #14: Core Competence – Having Relevant Conversations

2008-05-15

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Having relevant conversations with your customers is vital to making the sale. In this week’s podcast Michael talks about the importance of relevant conversations. He explains that while there may be one user of your product or service in your customer’s organisation, there can be many other people who have a stake – and a say – in the decision to purchase. Each of these people views the decision using a different set of rules: rules which have particular relevance for them, but perhaps...

Having relevant conversations with your customers is vital to making the sale.

In this week’s podcast Michael talks about the importance of relevant conversations. He explains that while there may be one user of your product or service in your customer’s organisation, there can be many other people who have a stake – and a say – in the decision to purchase.

Each of these people views the decision using a different set of rules: rules which have particular relevance for them, but perhaps not for others. The challenge for the salesperson is to learn what is relevant for the different roles in their customers’ organisations, distinguish their products features accordingly and have relevant conversations.

Can you make your sales pitch relevant to your customer’s finance department? What about the logistics department? Or Health & Safety? Having relevant conversations with all the stakeholders is key to success.

Feedback: Michael AT QBC.ie. Call or text +353 87 2602205.

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