#SalesQuestions - What’s going on?
Speak some words, receive some words. Throw the ball back and forth indefinitely. Cross your fingers that you understand how to avoid miscommunication.
One would have thought that miscommunication would drop with the advancement of technology. Alas, this hasn't been the case. We're more connected than ever, yet we seem to stray only further from mutual understanding.
This is the first episode for the #SalesQuestions Series in Modern Sales. "What's going on?", a simple question everyone can use to avoid miscommunication.
Let's find out why we should ask this question to every client:
1. To help you avoid miscommunications, and instead accurately understand your clients’ situations
The more conversations you can have with your clients the better – it will allow you to have a stronger understanding of their expectations and requirements. Communication is only successful when both the sender and receiver are clear in correspondence, so take time to ensure that your message is conveyed effectively. Ensure your conversations are clear, explaining any terminology your clients may be unfamiliar with and round-up your conversations with the actions to take away to avoid overwhelming them or cause a communication breakdown and instead building a friendly, positive and well-informed communicative relationship.
2. To find out, in our clients’ own words, the current situation they’re in
Investigation of the customer’s needs and expectations is where you gain insight of your clients' situation. Some customers have trouble finding the product they want, don’t know what product they need/want, or don’t fancy searching for it.
Listen, ask, differentiate. To uncover customer motivations, your first step is to listen closely. Doing so, it comes down to differentiating and asking the right follow up questions.
This matters so much because many customers won’t differentiate themselves.
3. To know what’s working, what’s not working
It's not always easy, but it is always necessary. As a really simple way of analyzing what is happening in your client's business from more than one perspective, it can help to identify whether what is important to them and what's not.
Mentioned in this episode: