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You’ve developed your customer profiles and you’ve set up a meeting with your customer with an objective and an agenda. So, how do you identify and qualify opportunities during the meeting?
The purpose of you meeting with your customer(s) is to indentify concerns they have, create an offer that takes care of these concerns and they accept, which in turn takes care of your concerns of meeting your sales goals for your company. To help uncover current and future opportunities, start off with open-ended questions. Use some of these questions to help you determine your customers willingness to work with you:
- Tell me about your vision for the organization.
- What are your plans to support that vision?
- What plans have you defined for each of these goals?
- What would you like to improve in the organization?
- What opportunities do you see in your marketplace?
- What process do you go through when you make decisions like this?
- Who besides yourself will be involved in the decision-making process?
As you ask these questions, be certain to understand how every issue impacts the organization. As you ask each question and a concern is brought up, be sure to ask one of the following open-ended questions:
- What impact will this issue have on your organization?
- How do you measure/define the impact?
As you start having these conversations, you can start seeing gaps that exist between where your customer(s) organization is today and where they want to be. Listening to your customer(s) and paying attention to their background of listening will allow you to create offers that are specific to your customer(s) needs that help fill these gaps. These conversations in turn allow you to open your space of possibilities with your customer(s) for creating new offers.