Duplicate customers will respond to you because they believe you can help them achieve the results they want. New customers ' trust is conditional, based on advice, hope or internet links to get them to your doorstep. In order to attract these potential customers and build partnerships, consultants must find out what customers really want and need at an early stage. How to do this?
ask
Ask them! In the first consultation session with the client, ask "Magic Question": "What do you want? What is the important [or most important] result in filling the gap?"
[blank] is some questions or subject areas that you can help as a consultant. You may determine the general area of interest of your customers through previous conversations or through background knowledge of the challenges and opportunities that this person, his or her team or organization faces.
Why is this a magical problem? Asking it will increase the customer's attention and focus on the results that are highly motivating to them. These are the results you can help them achieve. It immediately directs you and your potential customers to important outcome directions and points to the rewards customers want. Often, it is very important that the customer has or will own and invest in it.
Even if the customer has told or introduced what they want, they can ask the magic question. The answer will show you more about the overwhelming export you need and what you need to produce it.
listen
Listen to the customer's response. The desired result is something they don't want to have anymore [for example, production delays or health issues]? If so, what do they want.
Ask the customer to clearly define what represents success: what customers see, hear, and/or feel they want to tell them what they want?
You encourage customers to define what they want in a positive and concrete way. The following are two examples of specific expected outcomes as described above:
- "98% of the time, production meets the store management timeliness of a specific product line, no more than one week."
- "My health [or the health of my employees] is able to complete all tasks within 40 hours of at least 90% of the work week of each calendar year."
If the customer can be positive but not specific, then no problem. These presences give you the opportunity to collaborate to discover and define which specific goals make sense. In doing so, you may notice that it is helpful to explain or summarize the customer's statement to check for understanding. This gives customers the opportunity to comment, improve or more detail the results they expect. You can follow up on the probe issue for further clarification and then explain again to check if you understand it correctly.
The end result is that you provide a good service by helping them clarify and focus on what they really want. This is an important step in getting the customer to get what they want. You also build trust in successful consulting, sales of products and services, and lasting relationships, which is a powerful and necessary component.
Orignal From: Consulting and sales success - magic issues
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