The ability to draw out and understand the customer's challenges.

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last updated：Jul 29, 2024

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Enhancing Proposal-Based Sales Skills: Guidance on "The Ability to Draw Out/Understand Customer Challenges"

By shifting from a customer-led inquiry-based sales approach to a company-led proposal-based sales style, we will advance our business in a controllable manner while enhancing customers' recognition of the added value we provide. Through continued proposal-based sales, we will break free from a war of attrition with competitors and become an irreplaceable partner for our customers based on a win-win relationship.

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◆Preliminary Preparation for Business Meetings - Key Points for Meeting Preparation - Consider the Customer's Issues (Hypotheses) (Based on public information such as websites) ◆Dialogue Skills Necessary for Issue Formation and Project Creation - Focus on Key Points through Mini Exercises on Individual Skills - Listening and Questioning Skills: Correctly Understanding the Other Person's Thoughts - Summarization and Confirmation Skills: Eliminating Misunderstandings - Issue Organization Skills: Clarifying and Presenting Issues - Practical Exercises: Presenting Hypotheses to the Customer and Engaging in Discussion (Role Play) ◆Skills for Proposing to Customers and Creating Consensus ~Case Discussion~ - Communication Process for Creating Consensus (Inputting the basics of logical thinking as necessary) - Inferring the Proposal's Issues Including the Other Person's Emotions (Exercises Using Logic Trees) - Communicating with Consideration for the Other Person's Position and Emotions to Influence Them (Exercises Using the Pyramid Structure) ◆Summary - Reflection on the Training - Future Personal Actions

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Applications/Examples of results

【Proposal Preparation】 Building hypotheses for meaningful conversations during customer visits based on information that can be obtained in advance. 【Initial Visit (Role Play)】 Practicing the extraction and understanding of customer issues based on the hypotheses established during preparation.