A crucial part of success in business is identifying needs accurately – after all, you can’t help someone solve their problems if you don’t know what they are!
Prospecting well and building trust and rapport will only get you so far. It’s a foot in the door, a seat at the table – but as far as the customer is concerned, it only really begins when you identify what she or he needs accurately.
I’m listening…
How to identify needs accurately – and communicate that to your customer – is the key to closing the sale. The key to opening that door is understanding what they need, what their problems are, and how you are able to provide the solution to that.
Put yourself in your clients’ shoes and think about it from your customer’s perspective: why do they need you? What are you able to solve or provide that no one else can? Why should they tell you “Yeah, I need that!” rather than “Gee, I’ll think about it…”?
On a scale of 1 to 10, what is your ability to identify the needs of your customers? How able are you to identify your customer’s issue and hone in on the perfect solution?
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