tailieunhanh - 101 marketing strategies for accounting law consulting and professional services firms phần 4

tiêu chuẩn để làm kinh doanh với bạn. Khách hàng không phải trả các hóa đơn đúng thời hạn, người yêu cầu dịch vụ nhiều hơn so với họ trả tiền, và những người mà kích thích bạn và nhân viên của bạn. Nếu bạn bắn các khách hàng, bạn đứng cơ hội làm mếch lòng anh. | Discovering Problems tell you their problems you may have to design powerful questions that demonstrate you are a person worthy of the answers. I like dialog questions. Dialog Questions Have you watched Barbara Walters interview people She uses dialog questions to show knowledge empathy and sincerity and to encourage interviewees to tell intimate details they may have never told anyone before. Asking good dialog questions is easy once you have the framework down. A dialog questions contains three parts 1. An observation 2. A contrast or comparison 3. A request for an opinion Here is an example Mr. Jones I noticed that you have 15 people in your accounting department Observation . We have other clients in your industry of similar size who only have 8 to 10 people working in accounting Comparison . In what ways do you find the additional people to be helpful Opinion Dialog questions that confirm or eliminate problems are good questions for discovering problems. For example Mr. Jones I was reading an article in Manufacturing Today about the companies that are moving their production to other countries. When we came in this morning we noticed you were adding on to your facility. How are you successfully fighting the trend toward moving production offshore 65 101 Marketing Strategies Conclusion Being informed enough to ask the right questions is the professional way to develop a sales relationship. Dialog questions will give you a way to ask good questions in a comfortable manner. o Q Listening A Key to Uncovering 2o Problems ile good questions are crucial they are not the only im-ortant way to uncover problems. The single most im portant skill in discovering problems is to listen and pay attention to the answers. Attentive listening is demonstrated in two ways physically and psychologically. How attentive are you How to Show You re Really Listening Keep the following pointers in mind when meeting with prospects Face the prospect. Facing the person tells her you are .