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Share a relevant use-case or customer story that pertains to the situation and pain you just summarized.
The key is making sure your use case is relevant, and matches to a pain they are currently facing that you just identified. Know customer stories that you can share through a story.
Where many salespeople fail is listening to the response of their question. If you’re too focused on what you’re going to ask next, you aren’t having a conversation, you’re running through a checklist.
Customers don’t care about features! They care about figuring out if you can actually help. Decisions are made emotionally first and then justified rationally. Don’t give them the solution before you fully understand their problem.
Customer Discovery “is all about questioning your core business assumptions.” (Brant Cooper, author of The Lean Entrepreneur)
Performed correctly, Customer Discovery is a customer-centric, scientific process that puts evidence behind an assumed product-market fit:
Some conversations become difficult due to several factors.
Most tough situations can be avoided by understanding your customer's expectations and aligning them with the business's goals.
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