For the last two days I have been in Uxbridge with a dedicated team of individuals who work for a global FMCG brand, looking for ways to ensure that customers can understand the real needs they have, so that they understand how working in partnership can benefit them… 

We started the day by understanding what a consultant is and what attributes and skills they have, before moving on to identify which of them we already have and which we need to develop in ourselves before adding some actions to our plans. 

We then started to understand precision questioning and active listening before creating a set of SPIN questions to create real needs in our customers and tried them out. This is where the real work starts, developing great questions is both a skill and an art. Then ended by identifying real buyer motivations and ways to adapt our approach to be more appealing to them. 

Once again a good couple of days work… 
  

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