Management Meeting Triple SSS

Question 1

Set the Stage - BCLS

Answer 1

1 - Being a Gracious Guest
2 - Compliment the customer
3 - Leverage Discovery
4 - Share the purpose of the meeting

Question 2

Understand the Customer - ADERA
80/20

Answer 2

1 - Ask open ended questions
2 - Demonstrate active listening
3 - Exhibit genuine curiosity about the customer’s needs
4 - Recognize and handle customer behaviors
5 - Ask what their Thoughts are of Hilti

Question 3

Present the value - ACEK

Answer 3

1 - Address how Hilti is a productivity partner
2 - Connect customers needs with Hilti
3 - Express how we develop solutions to eliminate, speed up, and simplify steps
4 - Kept the discussion relevant to their business today

Question 4

Ask for Commitment - OAC

Answer 4

1 - Owner agreed to a productivity analysis
2 - A date was set for the productivity analysis
3 - Create momentum and a reason to come back