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UnderstandingCustomerNeeds&WantsUnderstandingCustomerNeeds&WantsPageUnderstandingCustomerNeeds&WantsSessionPurposeToreinforcethecustomer-focusedmindsetandpracticetheskillsofuncoveringthecustomer'sneeds&wants.PageUnderstandingCustomerNeeds&WantsLearningObjectivesAttheendofthissessionyouwillbeableto:Takeacustomer-focusedapproachtosellingKeepabreastofdevelopmentsintheaccountand/ormarketplacethatmayimpactthebusinessIdentifytheclientswithinacustomerorganizationWriteadiscussionpapertoconfirmopportunityPageUnderstandingCustomerNeeds&WantsOurRoleUnderstandCustomerNeeds&WantsWhereIsWhereDoesTheCustomerTheCustomerToday?WantToBe?HelpCustomerDefineSolutionPageUnderstandingCustomerNeeds&WantsFirstStepsTohelpthecustomerachievethedesiredresults,wemustfirstunderstandhisneedsandwants.PageUnderstandingCustomerNeeds&WantsUnderstandCustomerNeedsandWants:TheProcessIdentifyAccount&MarketplaceConditionsUnderstandPlan&PrepareClientNeedsIdentifyClientfortheCall&WantsConfirmDevelopaOpportunityDiscussionwithClientPaperPageUnderstandingCustomerNeeds&WantsExercise:HowCanYouHelp?Instructions:Imagineyourselfinthescenethatisdescribedtoyou.Youcanaskclosedquestionsandfindoutmoreaboutthesituation,todecidehowyoucanhelphim.PageUnderstandingCustomerNeeds&WantsWalkinYourCustomer'sShoesGointotheengagementwithanopenmindHavethebestinterestsofthecustomeratheartDonotassumethatyouknowwhatisbestforthecustomerPracticegoodquestioningandlisteningskillsListenforcontentaswellasfeelingsandevaluatewhatyouhearfromthecustomer'spointofviewConstantlycheckwiththecustomerforunderstandingPageUnderstandingCustomerNeeds&WantsTheWordAssociationGameInstructions:1.Wearedividingtheclassinto2groups:ApplesandOranges2.Apples:Imagineyouarethecustomer3.Oranges:YouaretheMMclient/salesspecialistjustgoneonquota4.Iamgoingsayalistofwords.Asyouheartheword,justshoutthefirstwordsthatcometomind
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