February 2016 – You’re Working Too Hard To Make a Sale

I’m going to share something right off the bat that most people in sales do not know. And that is that every salesperson talks about what a prospect needs and in reality, that prospect wants to talk about what they want. So what’s the difference?

Well first, let’s talk about needs. Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust. It’s clear that you can’t foster a lot of sales giving decision makers what they don’t need. You can’t sell landscaping services to someone who lives in a high rise or financial planning to someone with a net worth of two cents.

The decision maker’s Needs are, obviously, a vital part of the sales process and of the buying decision.  So Needs are related to the “application” of your product or service...