SalesHQ

 Recently we have started to concentrate our training efforts on what is important to a client. The nightly excercise I have suggested to our staff is to write on paper what they believe is important to the client. Then to write each key phrase The client stated concerning  all conversation work related and non related.

   What we are finding; the sales staff thinks important is the work ,price,and product,features,benefits have been important. The follow up calls have proven that these thingds are not important. The client has not used the new products yet.How important are those products?Price?and all that other stuff. Nada! The reason these items are not important the client trusts us to get rid of the problem

  What other excercises would you suggest to help train others to understand  what the client perceives as important?

  I am in the process of discovering listening training to improve the skill of listening and hearing the actual meaning.