Shark Top Tips - Top 5 questions to get your customers talking about value

"How do I start a conversation with my customer about value?" We always get asked this, so we’ve put together our top 5 questions to get you started!

Shark Finesse
November 2, 2022
Shark Top Tips

"How do I start a conversation with my customer about value?", "What questions should I ask?" - We always get asked this, so we’ve put together our top 5 questions to get you started!

Question 1 - Tell us a little about the business and your objectives for implementing a new solution.

We know that this isn't actually a question but it's a great way to get your customer to start talking and you'll get some insights into the business and their goals.

Question 2 - How will our solution change the way you do business?

A nice easy way to open up the conversation to discuss your proposed new solution and negotiate the likely benefits that they will achieve.

Question 3 - I'm sure you have systems that you currently use to run your business, which of these would be phased out as a result of implementing the new solution?

This should be a relatively straight forward question for your customer to answer, particularly if you've already discussed question 2 above as they will be aware of how your solution will change what they are currently doing, so hopefully it will be obvious which of their current solutions will become redundant.

Question 4 - If you don't move forward with our solution, what will you need to spend to hold your current status?

Examples of this could include maintenance of their current solution (this may include price increases too), updates / upgrades that will be unavoidable, add-ons to keep their old systems fresh and fit for purpose.

Question 5 - We've discussed the costs for our proposal, but what other internal costs or write-offs would you need to take into consideration?

To ensure that your business case is credible and realistic for your customer, you will more than likely need to include costs that are not directly from you. Examples of this may include overtime to implement the new solution, the time to train employees - this is time taken away from revenue generating activities so a key factor for your customer.

Contact us if you would like to know more.

What we do

At Shark Finesse we have developed an enterprise-grade cloud application to help businesses standardise and simplify their value engagements across the entire customer journey.

Shark, a business value engagement platform used by 1000’s of customer-facing teams globally (e.g. pre-sales, sales, value teams, and customer success) is easy to use, intuitive and usable directly with the customer to negotiate the likely business returns from investing in a solution.

By adopting the Shark approach you will fundamentally transform conversations with new and existing customers, close more business, and differentiate from the competition.