Trying to understand our clients’ point of view is not easy. In some cases, it can take quite some time before we break through the surface and discern our customers’ real needs. It’s not always easy.
The sales team from “Ecowood” spent the whole day as part of the training program to develop professional skills and competences of client service.
Active listening and building rapport
In many cases, the problem lies not with our failure to get the client to talk, it’s with our failure to actively listen to what the person is saying.
Active listening is not easy. It takes effective persuaders a long time to master this skill. If we’re looking to establish a long-term relationship, it can’t be all about business. We work to build some rapport first. People buy from those they know, like, and trust. On the other hand we then are able to make the best offer to meet the needs and expectations.
Understanding client’s vision and the “Why?”
One of the best ways to understand our clients is to find out what their vision is. We learn to find out where they want to be and what they’re hoping to accomplish. And we start from finding out what the clients’ purpose is. What is the reasoning behind their interest in our quality oak products? What long-term objectives they have? How we can support the vision? It’s also the key for our professionals to being able to solve their problems and help them get where they want to be.
We invite you to contact our professionals and oak experts, share your vision and objectives, we will work out the best offer which meets the needs and expectations.