Application of Skills during Training period Case Solution And Analysis, HBR Case Study Solution & Analysis of Harvard Case Studies

Application of Skills during Training period Case Study Solution

Communication

Communication is one of the important concepts to remember as people do not care how much you know until they know how much you care, and this is demonstrated through active questioning and attentive listening.

In order to sell a product to the customer, the seller should offer first, and if the customer does not like you or your approach, then the relationship will develop no further.It should be kept in mind that pure timing or inappropriate questioning can put customers off. Secondly, they buy the product or solution, and thirdly they buy your company, and this is the order of priority on what is important to them.

In selling, there are four levels at which you can position yourself. Usually, pushy sales people, for those who are just selling a product with little or no added value reside of levels one or two. Levels three and four are occupied by professional consultative sales people. At these higher levels, a salesperson asks questions, identifies needs and relates their products or solutions back to these requirements and their impact on performance productivity and profitability. They also bring industry knowledge and intellectual capital, which also contributes to the strategic development of the customers’ business. It is a type of customer’s secret for advice and help. In summary, positioning yourself at levels three and four is vital to your success as an excellent communicator and a professional consultative sales person.

communication

Every company wants to improve performance, productivity and profitability, therefore always ensure making it clear that how the product or solution will positively impact any or all of the three Ps.

Application of Skills during Training period Harvard Case Solution & Analysis

You need to ask proper questions and uncover needs and then prescribe sign recommendations. Always remember when you are talking, you are selling, when the customers are talking, they are buying as we have already mentioned an appropriate questioning or pro timing that can be quite intrusive and break report. In all cases when asking questions, the first question must be “would you mind if I ask you a few questions?”.There is a simple concept called ‘challenging progression’.It is where you take your question from the general non-threatening across to the more particular and finally the very concrete. The very specific questions are asked to soon; it can stand in the way of building trust and break rapport.

communication 2

In conclusion, remember that sometimes the Eagle takes over and we want to show people how much we know, however, developing the art of skillful questions and listening will be the key to success............

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