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...
Cheri S. Hill “Wealth Protection Diva”, has been a successful entrepreneur/business owner and premier business strategist for the past 27 years as President & CEO of Sage International Inc. She is a national speaker, best selling author of Incorporate & Get Rich!, and motivational teacher of financial education, business development and wealth protection strategies.