Bubble Chart – creating value in client conversations

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In a recent article titled “How to challenge your customer” the Deal Mechanic, Dean Kelly, provided us with advice on how to conduct the discovery conversation with your customer – how to challenge them without sounding arrogant or aggressive.

Kelly - bubble chart explained

 

In that discussion Dean talked about a Bubble Chart he uses to assist with that discussion.

That article generated a lot of interest so we asked Dean to create an example of his bubble chart and some explanations as to how he uses it.

He very kindly agreed. So we are pleased to provide it for you here.

 

 

DOWNLOAD HERE>  Bubble Chart - for customer conversations (137 downloads)  

 

If you want more information on the bubble chart and how it can be used most effectively send Dean a note via his profile page here.

Alternatively make a comment or ask a question below and Dean will respond.

John leads three related organisations, Custell, Strategic Selling Group and Sales Masterminds APAC. These help B2B selling organisations, who recognise the need to transform their sales capability, to respond to the tsunami of change that is starting to wash over us all. He works with people who recognise that to survive they must more strategically support their customer in their buying journey - and understand that they must become specialists in the customer's domain in order to be of value to them. He also helps sales teams build differentiated personal brands and leverage the digital and social worlds to engage to create trust and value.

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