Comprende y aclara las necesidades de un cliente en inglés

1. Put another way team work efficiency and communication is needed. 2. Oh I see clients aren’t happy 3. Did I get that right? Disruptions are affecting badly. 4. So what you’re saying is resilience and adaptability needed for the changes. 5. If I unsderstand you correctly a new software needs to be implemented.

### **Cold call vs. discovery call** #### **Key differences** * **Cold call**: The goal is to create interest in your product or service, ideally ending in a sale. * **Discovery call**: The goal is to understand the client’s needs, challenges, and issues to determine if your product or service can help. ### **What is a discovery call?** A discovery call is part of **inbound sales**, where the prospect has already shown interest in making a purchase. It’s an opportunity to learn about: * The client’s problems or needs * Whether your product/service can address these needs ### **Effective discovery call techniques** #### **1. Ask good questions** Use **open-ended questions** to start the conversation: * "So, tell me what’s going on?" * "What have you tried to fix the problem?" * "How long has this been an issue?" #### **2. Use follow-up questions** Dig deeper with follow-up questions: * "Can you tell me more about that?" * "What does success look like?" #### **3. Focus on extended answers** Encourage the prospect to share details: * Example:Prospect: "We can’t find a reliable supplier."You: "Oh, I see you're having issues with consistency. We can help with that." #### **4. Ask “how” and “why” questions** Understand priorities and timing: * "Why is this a priority for you?" * "How will you know you’ve succeeded?" ### **Be polite and professional** Use **modal verbs** to sound more courteous: * "Could you tell me what the issue is?" * "Would you mind explaining the challenge?" * "Can I ask how long this has been a problem?" ### **Active listening and checking understanding** 1. **Reformulate (paraphrase)**: * Prospect: "We need to lower costs." * You: "So, reducing expenses is important to you?" 2. **Summarize**: * Prospect: "Our supplier is inconsistent." * You: "If I understand correctly, you’d prefer a more reliable supplier." 3. **Phrases to check understanding**: * "Did I get that right?" * "Is that what’s going on?" * "If I understand you correctly, …" #### **Additional phrases:** * "Put another way…" * "Let me rephrase to ensure I understand." ### **Key areas for discovery call questions** #### **1. Money and budget** * "How much of the budget is earmarked for this project?" * "How much have you spent on this so far?" #### **2. Decision-makers** * "Do you have the authority to make this decision?" * "Who else is involved in giving the go-ahead?" **Key term**: “Give the green light” = authorize or approve a decision. #### **3. Needs and challenges** * "What’s the biggest problem you’re facing?" * "What are your pain points?"*(Pain points refer to major problems or inconveniences.)* #### **4. Timeline and timing** * "What has prevented you from addressing this problem before?" * "When do you hope to have this resolved?"