Jeffrey Scott on client needs
From Growing Your Business with Jeffrey Scott: Selling on Value · · Jeffrey Scott
“You want to understand pain are they in some kind of pain a commercial client when they call you in you want them to be in some kind of pain otherwise they're just looking for price.”
On , Jeffrey Scott, SVice President & Chief Accounting Officer at SITE CENTERS CORP, spoke about client needs during Growing Your Business with Jeffrey Scott: Selling on Value on Jeffrey Scott.
About Jeffrey Scott
In a 2015 episode of his program "Growing Your Business," Jeffrey Scott discussed strategies for selling on value. He argued that Amazon has redefined customer expectations for quality, price, and service, making it impossible to compete on price alone. Scott advised that businesses must instead focus on understanding a client's priorities, goals, and emotional drivers, as well as identifying any "pain" the client is experiencing. Scott emphasized that trust is essential to this process, and that it is built by listening, asking questions, and acting in the client's best interest rather than overselling. He stated that when clients feel their interests are prioritized, they lower their defenses and share more information, which in turn increases their perception of the value provided by the firm.