Are you in a Number Business or Chasing Your Numbers !
Go for DRIVE : A Customer-Centric Approach to Sales Excellence
D - Deep dive: Encourage active listening and empathy to understand the customer's world.
- Suggestion: Use open-ended questions to explore their thoughts, feelings, and experiences.
R - Rapport Building: Find common ground to establish a connection.
- Suggestion: Look for shared values, interests, or experiences to create a genuine bond.
I - Indulge: Immerse yourself in the customer's project and appreciate their project.
- Suggestion: Ask questions to understand their challenges and show genuine interest in their project.
V - Value their opinion: Show respect and acknowledge their perspective.
- Suggestion: Paraphrase and summarize what they've shared to ensure understanding and demonstrate that you value their input.
E - End with a commitment: Secure a clear agreement or next step.
- Suggestion: Ensure the commitment is specific, measurable, and aligned with the customer's goals.
By indulging in the customer's project, you actually demonstrate that you're invested in their success and care about their outcomes.
This helps build trust and strengthens the relationship.
Remember to maintain a customer-centric approach and adapt the DRIVE model to your sales interactions!
All the Best !!!
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