Customer Needs’ Gap

Not every customer has explicitly defined the gap between his or her present state and desired state. Defining the gap requires converting vaguely defined problems into clear statements of need. The more concrete and explicit the statement, the more likely is to recognize the need to take action.

Prepare for a customer call by speculating about the customer’s probable needs. You can often identify the general needs your potential customers may have before beginning formal discussions with them. This general understanding of problems can then be a springboard for a more detailed exploration of needs.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Lectures, Line of Sight

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