Knowing what to say and when to say it is tough enough. When you are dealing with potential clients or current customers, your relationship with them as a service or product provider depends on how you maintain that relationship, which means clear communication and a keen sense of awareness of what it is they really need.
While most sales people have their own ways of making the sale, it sometimes helps to have some structure and guidance. Having a consistent message within a client space and fully understanding what each client needs is essential to providing them a solution they will use now and into the future. As a provider, you are looking to identify their needs and fulfill them in the best possible way.
6QS is an app that brings structure to sales. This does not mean it’s restrictive, but rather, productive. Specifically, 6QS helps the sales force design meeting conversations ahead of time using a 6 block approach, so they know exactly how they want to approach their client and make the most of any conversation they have with them.
The 6 block approach is really 6 areas that would concern a business: Business Challenges, Budgets, Triggers, Risk, Measures of Success and Next Actions. Under these topics are questions that can be used and may prompt further conversation for sales team members to better understand the client’s need and drive down to how your business can help their business meet its objectives.
The app serves as a guide while you have the meeting, so you stay on track and remain focused. If the conversation detours, you can bring it back using these prompts. It’s just a great tool for keeping every interaction you have with potential customers consistent.
Now, while you are having these conversations and meetings, the app is doing its job documenting details. These details then serve multiple purposes:
- Package up the notes into an email and send it out as meeting minutes
- Notes stay in the app as a historical reference to what was discussed. This becomes a great learning tool for later.
- An enhancement to 6QS plans on providing connectivity to CRMs like SalesForce, so meeting information is easily and automatically captured in one database for improved customer relationship management.
The app is easy to move around in and well organized. You set up records for clients and under them, you create records for each meeting conducted, so every meeting is easy to find.
While not perfect, 6QS is a great start to making meetings go more smoothly, helping you structure them in a way that works best for you and your client. Listening is what makes for better conversations, and 6QS helps you put out the proper prompts to help you do that better.