WWF - What We Found
Some salespeople love to hear themselves talk so much they never learn about their customers. Others waste a client's time running down their standard questionnaire so they "can learn about their business."
Try to find a balance. "What We Found" is a good approach:
How to Identify Client Pain Points | Inc.com
I use this style organically on the phone, in emails and on pitches. It's very conversational, and you can work in recent successes easily, even if you do not name them. You could say, "I was just talking to one of our new clients about this. They are a small manufacturer who was challenged with blah blah blah. What we found is..."
In a way, it's a version of the old Feel-Felt-Found, but less formulaic.
Try to find a balance. "What We Found" is a good approach:
How to Identify Client Pain Points | Inc.com
I use this style organically on the phone, in emails and on pitches. It's very conversational, and you can work in recent successes easily, even if you do not name them. You could say, "I was just talking to one of our new clients about this. They are a small manufacturer who was challenged with blah blah blah. What we found is..."
In a way, it's a version of the old Feel-Felt-Found, but less formulaic.
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