Do You Really Understand What Your Customer Wants and/or Needs?
Salespeople know their product or service like the back of their hand, and can make the sell usually discounting the price, thinking they can make up for the loss. It’s even more important when making a sale to realize the value your product has for your customer. What makes a salesperson a sales guru, is selling the product to the customer is closing the sale by understanding and getting to your customer’s needs and wants, without comprising the price.
Read Mark Hunter’s full article below from his article, Why Higher Profits Keep Alluding You, on why it’s important to truly uncover the true wants and needs of the customer.
Seems like an obvious question, doesn’t it?
What I’ve discovered, though, is that whether a salesperson can command high profits usually boils down to this matter of what the customer really wants.
Unfortunately, salespeople tend to know their product or service so well that they gravitate toward singing the praises of the features of what they sell — instead of patiently and intentionally uncovering the true wants and needs of the customer.
So what does this have to do with profits?
Well, the salesperson who doesn’t discover what the customer wants will always be quick to discount price in order to get the sale. ... Read more »