Get inside the customers mind

“Can we use AI to research customers quicker?”

🟠 Orange Hat Thinking 🟠

Not just quicker but also better!

Try the RAPID Research Model to find out about Role, Aim, Pressure, Impact, and Desire.

Using this model can harness the power of AI, particularly ChatGPT, to gain deep insights into each of these elements.

Let's break down how it works:

🔶 Role:

We start by understanding the roles and responsibilities of our customer.
This initial warm-up question helps us gauge their responsibilities and what's on their plate.

🔶 Aim:

Moving on, we explore their aims, goals, objectives, and what they are striving to achieve.
This insight guides us towards understanding their definition of success.

🔶 Pressure:

We then dig into the pressures they face to achieve those goals
By identifying their challenges and concerns, we can tailor our approach to address their specific pain points.

🔶 Impact:

Understanding the impacts of these pressures on both professional and personal levels is vital.
This provides a comprehensive view of how their challenges affect them and their organization.

🔶 Desire:

Shifting our focus, we explore their desires and aspirations.
This step helps us not only mitigate pain points but also align our solutions with their aspirations.

Don’t worry about clever prompts, the trick is to treat the AI ‘as a person’ during the questioning process. This facilitates a more natural and productive 'conversation', that helps obtain the valuable insights.

Remember that this process is about experimentation and also helps refine your questioning skills. If a particular response intrigues you - ask the AI to elaborate further.

Beginning to generate value propositions with AI is a powerful approach. Use it to craft a message that considers both pain and gain. Make sure you incorporate your human touch.

Also, anticipate objections by asking the AI about potential concerns and how a skilled salesperson would address them. This helps you prepare even more effectively.

Incorporating AI into sales preparation offers a competitive edge.

Being unprepared can come across as discourteous and dishonest to buyers.

To truly excel, we must take advantage of these tools and keep ahead of the game.

I used AI - Descript and ChatGPT - to refine the transcript of a 'solo' Sales Today podcast on this subject

Watch the full explanation here