POINT - yet another acronym

[simonr]

Hi folks - thought you might be interested in this, perhaps find it useful. It came from a marketing training session I went to yesterday where they were talking about how to 'structure' a load of observations of your clients' behaviours.

P.O.I.N.T. Problems, Opportunities, Insights, Needs, Themes

Just a thought...... S

[wecando.biz]

I a not a big fan of acronyms in this context. I think it's too easy for the creator to get caught up in trying to make it catchy and scan well, ahead of execution of the process.

As many as I have had shoved downmy throat in 20 off years of this, the best thing I learned along the way was from Customer Centric Selling - if the customer doesn't have or won't share a need with you, then selling a solution is going to be impossible. I find that rule easy to remember without an acronym to muddy the waters.

IH

[Vinsomelosesome]

Originally Posted by wecando.biz

if the customer doesn't have or won't share a need with you, then selling a solution is going to be impossible. I find that rule easy to remember without an acronym to muddy the waters.

IH

Could not agree more. Truth be told, I believe that trying to create a need is wasting customer's time too. You choose the perfect words when you say "if the customer does not HAVE or will not SHARE A NEED with you".

Bang on the dot!

[BIZAL]

Hi

if anyone woul like to see more of these please go to www.bizal.com and look at uesfull information section. This has a huge page on sales and marketing terms.

Dave

PS if the above does make it as a new term or people have any that we have missed please PM me.