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Customer Experience #16: Core Competence – Solve Your Customer’s Problem
Manage episode 153878778 series 1105567
内容由Quinn Byrne Coaching提供。所有播客内容（包括剧集、图形和播客描述）均由 Quinn Byrne Coaching 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品，您可以按照此处概述的流程进行操作https://zh.player.fm/legal。
You may be an expert on the product or service you are selling. You may know all about the problems it can solve. But the only problem that matters is the one which is blocking your customer’s path along his preferred direction.
Some serious skill is called for here. You see: the customer may not themselves be fully aware of what those problems are. The challenge is to listen, probe, challenge and awaken the customer to discover what they really need. Only then, Michael says, should you mention your product, and in doing present a solution to the problem – the real and genuine problem – which you and the customer have identified.
In this podcast, Michael identifies 14 universal challenges that face all types of customer. He outlines practical steps to help unearth problems your customers really care about. And he describes practical scenarios in IT and Pharmaceuticals which demonstrate the point.
Feedback: Michael AT QBC.ie. Call or text +353 87 2602205.
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