How to Motivate Your Clients to Take Action.
Just like that, the game has changed. Selling today is a series of sophisticated strategies and tactics that don’t persuade or influence, instead they motivate a client to act. Today clients seek 2 things right out of the gate. They want to be in a position where they feel comfortable with you as a partner and confident you can generate a return back to the business. As a commercial team, these are the focus of your sales effort.
I am going to break down a tool I use early in conversations with clients to unearth the drivers, value and potential payoff my service or product could generate. It is dead simple to use. It will get you going in the right direction with a short list of 3–5 key questions to ask and information to uncover. There is more to value-based selling which I have covered in this post. This is the starter kit.
The tool that will help you sell
The below tool is a simple one-pager that will help you are your teams uncover the drivers of an opportunity.
It has 4 key sections:
1- Client Situation
When first meeting with the client the goal is the understand their environment, role, current priorities and problems they are facing. This can be done effectively through open-ended questioning.
