How do you align your industry knowledge with customer goals?

It is important to have rapport & trust with the customer. Without rapport & trust the customer will not believe what you say. Rapport & trust is easy to build with techniques of NLP. Mirroring & matching is one of the NLP techniques to build rapport & trust. Mirror and match your customer but it should be done in a very subtle way. The customer should not feel that you are copying him/her. If the customer lifts up his hand you also lift yours after a pause of 10 seconds. At a subconscious level the customer feels that you are a mirror image of the customer. You can mirror & match a customer at various levels. We like to buy from people who are like us. It is like buying from our own selves. We cannot resist buying from own ourselves

Being aware of the customer situation, market, and needs is necessary in order to understand if your offering may be of service. The important thing to remember is that it's about them. Not you! If you can provide value to them with that level of clarity/awareness of their particular situation with their best interest in mind, then you will most certainly be successful.

Industry knowledge refers to a deep understanding of a specific field or sector of the economy.It encompasses information about the key players, trends,regulations, challenges, and best practices within that industry. Customer goals refer to the specific objectives, desires, or outcomes that a customer aims to achieve through their interactions with a product, service, or a business. These goals can vary widely depending on the individual or organization, and they often guide their decision-making process. By aligning your industry knowledge with the customer's goals, you demonstrate a deep understanding of their challenges and needs. This not only builds trust but also positions you as a valuable partner in their journey towards success.

Aligning your knowledge with customer goals is quite an interesting predicament. At times, the customer needs you to be the 'trusted advisor,' while other times, you need to rely on the customer to act as the authority. When you understand your customers industry, you can speak to some of the challenges they experience down to the minutia. And beyond just building rapport, what this allows for is mutual understanding of each other. You can identify their specific set of issues and at times, help them work through them, or in turn, you can relay to your own organisation the specific 'barrier,' they might be facing so everyone is across the deal at all times. Having a sense of the industry could be the difference in the deal itself.

Understanding your customers goal's and requirements is a great first step, but as a technologist, it's even more important to understand how they plan on converting their vision into reality. Most new initiatives fail, because the project execution was not fully defined. Identify those technology challenges early and offer your expertise in how to best deploy the initiative successfully and what obstacles to prepare for.

Industry knowledge, I think, is about having developed the sensitivity required to be able to perceive changes that will have an impact on the Industry and therefore your Company or business, before others realize these changes are happening.

il est nécessaire d'approfondir la découverte des besoins de votre client; s'imprégner de la production et du fonctionnement des sites industriels est inévitable, la présence terrain doit etre intensifiée.

Its always important to position yourself as problem solver than the other way to be feature rich solution provider. Keeping customer goals in mind and realign the solution offering to help customer goals is the way to get the engagement build.

Start with your WHY and create a consultative approach, showing your expertise and enabling your customer to benefit from your knowledge and right market fit. A customized approach will enable you to be more specific about your offering and relatable for your customer.

Validating alignment with a customer's goals is pivotal for sustainable relationships. It ensures your products or services genuinely address their needs, fostering mutual success. By regularly confirming this synergy, trust is fortified, and you become an indispensable partner in their journey, creating a foundation for long-term collaboration and satisfaction.

Many like to rush into presentation mode to quickly to talk about their solution, themselves or the company. This approach not only leads to less accurate solutions but also prevents you from fostering a deeper connection, building trust and enhancing the overall customer experience. If you have really taken the time to understand the customers needs, closing them should be the easiest part of the process. If you're feeling pushback or getting constant objections from your customer maybe it's because you didn't probe him on the most important subjects. Baseline Selling truly helped me and my teams better understand the milestones that need to be reached in order to successfully reach our goals.

Use your industry knowledge to provide valuable recommendations and solutions that directly address the customer's goals. Demonstrate how your expertise can help them overcome challenges, capitalize on opportunities, and achieve their desired outcomes.