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3 Steps to Demonstrate an Understanding of Client Needs


Effective Customer Meetings

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Unit Video

Unit Summary

The 3 steps used to demonstrate that you have understood the client needs:
  • Acknowledge that you understand the need
  • Describe your solution’s benefits
  • Check for acceptance

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In this video you will learn about how to demonstrate that you have understood the needs of the client.
So that the client doesn’t end up doing the only talking and so you are able to ask more questions, you need to confirm to them that you understand their needs and have a solution for them.
Use the 3 steps to demonstrate that you have understood the client needs:
  • Acknowledge that you understand the need by restating it in your words
  • Describe your solution’s benefits focusing on the benefits and not features
  • Check for acceptance and watch the client’s body language to confirm that the client is in agreement with your solution
After you have clarified to the client that you have understood their need, and have a solution for that need, you can go back and ask another question to help you uncover some additional needs and thus up sell your products and services.
You can keep on questioning the client until you feel you have a good understanding of their needs and can then close the meeting.

How you think about your customers influences how you respond to them. Marilyn Suttle