Managing Customer Value
There’s a traditional assumption that sales is all about telling. Inquiry as a framework for sales leadership starts by challenging that assumption. If you look at the best research on effective communication, listening is the most effective way to influence people. And yet most sales training programs have nothing to say about listening. Top-performing sales Read More …
When we think about things like loyalty, brand awareness, and creating happy customers, it makes sense why capturing customer value may seem more challenging than it should be. It is difficult to capture customer value, and it is important to understand that it is not static. It takes another level of business expertise, which is Read More …
As businesses increasingly adopt a customer-centric focus, they realize that simply understanding what customers want isn’t always enough. To create precious customer experiences, companies need to go deeper and understand what makes customers tick. What motivates them? What are their aspirations? What are their fears and concerns? Only by understanding the underlying psychological factors that Read More …
1) Define what the customer values in their own words. The customer’s values are what they hold important in their life. This can be different for everyone, but understanding their value will help you better understand the customer and what they are looking for. Take the time to ask them about their values and what Read More …
Value-based pricing is a pricing strategy that involves setting prices based on the perceived value of a product or service to customers. Implementing value-based pricing requires focus and research on what matters to customers and what they are willing to pay for. It is important to consider how customers perceive value and to align prices Read More …
An inquiry-based approach to selling is achieved when salespeople discover through Inquiry. Professional sales and business development strategies focus on communication incorrectly translating into ‘selling.’ Fortunately, there is a more effective selling method: Inquiry, Curiosity, and Agency. Salespeople discover how to create spaces that excite curiosity and encourage critical thinking in customers by leading with Read More …