The necessity of a hearing sheet

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In inside sales, a hearing sheet is used to accurately find out the needs of customers. In this chapter, we will explain the necessity and role of a hearing sheet.

To eliminate omissions
By using a hearing sheet, you can prepare the items you need to netherlands consumer email list ask the customer in advance, which has the advantage of reducing the amount of information you miss when actually asking questions. After preparing a hearing sheet, you can ask the customer questions during conversations to find out what you need to ask, allowing you to accurately grasp their needs and use them in your sales activities and approaches. The key to creating a hearing sheet is to identify the "must items" that you need to ask about in advance, and the "want items" that you would like to find out if possible. If you try to ask all the items, it will be like asking leading questions and will put pressure on the other person, so prioritize your questions so that you can naturally find out what you want to know during the conversation.

Consistent hearing quality
In inside sales activities, issues can arise where the amount and accuracy of information collected varies depending on the skill set of each member. Such issues can also be resolved by using a hearing sheet. By using a hearing sheet to prepare in advance the items to be heard, hearings can be conducted without being affected by the skills of each member. As a result, the quality of the hearings will be consistent, and the amount and quality of information collected can be maintained without relying on the skills of each member.

Increase customer resolution and accuracy
By using a hearing sheet to collect detailed information, we can ascertain the needs of our customers. By collecting information on the customer's status and needs, we can increase the resolution of the customer, which is also effective in nurturing potential customers. According to BOXIL, which operates a SaaS comparison site, there are two types of leads acquired online. One is the "future customer" who has latent needs and low purchasing motivation, and the other is the "immediate customer" who has obvious needs and high purchasing motivation. As shown in the figure below, it is generally said that the proportion of "future customers" is 80% and the proportion of "immediate customers" is 20%, but in order to increase sales, it is important not to focus only on "immediate customers" but also to continuously cultivate "future customers".