Veja como você pode adaptar sua abordagem para entender as necessidades de um cliente.

Understanding the need of the client and customise the product and services accordingly. Putting your own feet into clients shoes is one of the best options . Relationship building is the key to any success

Start with questions like 1. What's on your mind? 2. What is motivation Behind? 3. What is the thing solving which make other things easier? 4. What are the other real challenges? So, from current state to get to desired state what are the obstacles and how do they measure success(metrics). Try to to sum up what negative outcomes client is fearfull of and take thier inkling by asking them subtly.

I agree, but it's crucial to confirm actively and gently, ensuring the customer feels heard and understood without feeling pressured.

I would rather spend 80% of the conversation listening to understand and rule out the needs of a potential client than unemotionally and robotically try to sell them. If the client is not understood and you can not truly provide value to them, then when your product fails to support their needs or they fail to adopt, you jeopardize your brand which is far more detrimental than losing a contract. Yet, you will also, lose the contract if there is a way out written within (ie KPI measurements)

Pay close attention to both what your customers say and what they leave unsaid. Understanding the nuances and reading between the lines can reveal underlying challenges they may not explicitly communicate. After actively listening, summarize your understanding and seek confirmation from the client. This validation not only demonstrates your attentiveness but also ensures your interpretation is accurate.

I think that asking questions is underappreciated. People are reluctant to ask questions because they don't want to appear too smart and naive. And occasionally, these presumptions prevent us from providing the optimal solution to the consumer. Make a list of all the information you require from the customer, ranging from basic to very specialized before you meet them. This can help you understand the needs of the customer and the anticipated resolution. Additionally, it's a fantastic method to influence the conversation in a way that benefits the corporation and you. That is the influence of well-chosen questions.

In my experience, asking questions shows the customer that you're tailoring products to their needs while also gaining a clearer understanding of their vision. This helps address potential planning issues and guides them to the best solution.

Weaving in their needs and how you can compliment or solve challenges in real time is a consultative way to provide support. This shows active listening and the genuine power to the product/service that is on the table.

Tout à fait d’accord. Une vente doit être personnalisée en tenant compte des réels besoins afin d’établir un lien de confiance.

Drawing from my experience, customers often send purchase orders for projects that undergo revisions. Analyzing the data is imperative to prevent errors and can potentially save the customer significant costs.

Pour proposer des ‘ produits’´ adaptés à ses clients, il faut bien connaître leur problématique, contraintes, attentes, spécificités déjà rencontrées afin de pouvoir les accompagner sur l’évolution des’´ produits’´et pouvoir proposer des alternatives.

In my experience, establishing a feedback loop is an important metric as it helps us to address client's issues, prevent churn, and build a base of loyal customers.

Building strong relationships is crucial for successful account management. For a relationship to succeed, you must always have your client's interests in mind. Understanding their goals, needs, and vision is key. A true partnership involves respectful and truthful communication. By being proactive and addressing their concerns, you show that you genuinely care about their success. In a strong relationship, you want both parties to be successful. Trust is the foundation of any lasting relationship, and by consistently demonstrating reliability and respect, you create a partnership that benefits both sides.

All the above considerations are good for cases when you are developing an exclusive custom solution for a specific customer. However, if your mission is to develop and deliver a product for multiple customers, you must first understand your target market demands and industry trends. Also, in this case, when your product comes to a specific customer you should become a customer success agent, not just an account manager. The focus of your effort should be changed from the product adaption to various customer wishes to the adoption of the product "as is" by your customer including all necessary support for getting the best value from the product usage to the full extent. And of course, feedback to your product manager would be essential.