After identifying an opportunity while speaking to a customer, it is crucial to determine customers’ needs first and then make some further discoveries on the opportunity. This would involve making clarifications and asking open ended questions in the quest to be sure that I have a complete understanding of their goals, especially their pain points, and any specific requirements.
When I have an understanding of their particular requirements, the next step is to determine how well we are positioned to meet that need with our firm. I would determine how well our products or services meet the needs of the customer, in terms of short-term and long-term value.
Following this evaluation, I would come up with a solution that would align with the customer’s goal. This can be done by displaying our product features, sharing pertinent case studies, or conducting competitive product analysis.
Finally, I would make sure that follow-up happens in the form of another meeting or work with other internal teams like sales or products to make a formal proposal.