Identifying the needs of your customers is an extremely important step in developing your sales strategy. The ability to correctly determine all the needs of your potential clientele allows you to find a completely individual approach to each client who decided to use your service or purchase goods from you.
This article will cover:
- How to determine the needs of each individual buyer and implement sales technology, taking into account each of these identified factors.
- How to ask the necessary questions in order to identify the needs of a particular client or his expectations
- How to develop your own listening skills in a practical way.
For this, the following questions will be studied:
- What are the needs of the buyer who came to the outlet, and what exactly is the purpose of his visit.
- Types of Asked Questions.
- How subsequently it will be necessary to consolidate the information.
- Key ideas on this.
- What action to take.
What are the priorities and needs of each customer or sales manager?
In fact, despite the fact that this question may seem rather simple, not everyone can answer it or answer incorrectly.
Consumer Priorities:
- What are my needs?
- What will I get in the end?
- What kind of products can they offer me, or what services do they provide here?
- Why should I buy here?
Seller Priorities
- The consumer and the maximum satisfaction of all his needs.
- The advantages of our outlet and the importance of such advantages for the buyer.
- Ideas, products and services.
How is the identification of human needs?
A good discovery must be followed by identifying the needs of each client. It is necessary that the buyer himself eventually tells us about his current situation in life - so that he tells us about his interests, financial situation and other factors. It is worth saying that for such stories, the buyer at the previous stage must necessarily have an interest in the products provided and have some motivation, only in this case he will be able to share the necessary information. The seller must necessarily identify the needs, and with the help of the seller, the buyer may already have a slightly better understanding of them.
For each specific buyer, the seller must necessarily find the properties of the product that meet all his needs , as well as all his competitive advantages. In this case, the buyer’s already defined definition of need will play a role, after which he recognizes the need to use all of the above advantages for himself, and will make the final decision much faster. The seller, who is constantly identifying the needs of the buyer, has some opportunity to expand his own business, as well as finding all kinds of additional areas where his services or products can also be used.
Based on all the information received, a person can maximally understand for himself what exactly his proposals can cause a certain interest in people, because he already knows the basic methods for determining the need for working capital and the methods for their rational use. Often at this stage, there may be some impression that the assortment lacks a certain service or product that could increase sales, and the novice seller can even end the conversation with the buyer. Just showing all the possibilities of your situation is not enough now, you need to present absolutely all the factors that can indicate the buyer's need for your services or goods.