When a customer asks what or how much experience you have with a certain solution, how do you respond? Some thoughts on how to stay engaged with the customer...
Eliminate “Well...”, “Not much” and “Sort of”
Any of these responses may take you out of contention for the current, and possibly, other opportunities. Customers also read body language...so, if you are squirming, they will pick up on your discomfort.
Provide most positive answer possible – Exact match NOT required
It is important to confidently provide an answer that is delivered crisply and confidently.
It would be natural to assume you might need to exactly match what (you think) the customer has in mind. Ask questions to better understand what the customer has in mind. For example...
If a customer asks “What is your experience with small to medium size organizations?”. You may want ask...”How do you define small to medium?” What you learn from the customer’s response will help you with how you respond!
Share what is “relatable” for the customer
When responding to the customer, provide a response that aligns as closely as possible to your customer’s:
· Company – size, target markets, solutions offered
· Industry – maybe a competitor of your customer?
· Scope – size, duration of engagement
Responding in this way may take some practice. It is likely to take you further thru your new business pursuits!
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/
Schedule some time - https://calendly.com/marc-kitz-sales-coach/25min
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