Vous faites face à un client sceptique lors d’une session de questions-réponses. Comment pouvez-vous gagner leur confiance dans la solution que vous proposez ?

I agree! Active listening makes one understand the client's perspective and how to meet their pain point. It helps to build personalized value and support for the client.

🧿 Address Concerns Directly: Acknowledge their skepticism and thank them for raising questions. This shows you value their input and aren't afraid of challenges. 🧿 Speak Their Language: Avoid jargon and focus on the benefits relevant to their specific needs. Use clear, data-backed evidence (like case studies) to demonstrate your solution's effectiveness. 🧿 Welcome Open Dialogue: Encourage further questions and actively listen to their doubts. Clarify any misunderstandings and showcase your expertise by providing in-depth explanations. This builds trust and positions you as a reliable advisor. Was it helpful?👍

By actively listening to their concerns and showcasing your expertise through data and clear communication, you build trust and convince them your solution is the right fit. 🧿 Address Concerns Directly: Acknowledge their skepticism and use their questions as a springboard. Briefly restate their concern, then confidently explain how your solution tackles it. 🧿 Data & Evidence: Back up your claims with data. Show industry benchmarks, case studies of similar successful implementations, or relevant statistics. 🧿 Expertise in Action: Demonstrate your knowledge by using clear, concise language and avoiding jargon. Anticipate follow-up questions and have well-reasoned answers prepared. Did that help?👍

Building rapport sets the stage for this trust-building. When you've actively listened throughout the presentation and established a connection, the client feels comfortable asking questions and is more receptive to your solutions. 🧿 Address Skepticism Head-On: Acknowledge their concerns directly. Use active listening to rephrase their doubts and show you understand their perspective. 🧿 Focus on Value, Not Features: Shift the conversation from technical details to the concrete benefits your solution brings. How will it solve their specific problems and improve their bottom line? 🧿 Leverage Evidence & Data: Back up your claims with real-world data, case studies, or testimonials from similar clients. Show them concrete evidence of success

Working on safety related products throughout my career. I presented problem solving projects solutions for customer approval. These presentations needed to be bulletproof to provide my customers with a ‘warm fuzzy feeling’ we were protecting them from further failures. The question and answer sessions were brutal two to three hours long, including people asking questions from Germany or Japan. I worked on these problems for months or even a year on some projects. The solutions were developed and confirmed with data. Then we used run charts or checklists to maintain them. If I didn’t know an answer, I was honest saying ‘I don’t know but I can find out by’ a date I knew to be reasonable. Then I would send them the results as promised.