Every good sales person will tell you that one of the keys to success is to correctly identify the needs of the customer. They will go on further to say that the skill set required includes the ability to pose the right questions and to listen carefully to what the customer is telling you. These are all characteristics of a good sales person. A great sales person will add one more skill and this is the subject of today's thought.
Is it enough to nail the needs and offer solutions to meet them? Can you do more to make it easier for your customer to choose your business as their supplier?
Do you know why your customers think they need what they say they need? You can gain great insight into the real benefits they will realize by having a clear understanding of the reasons these needs have been identified. Once you quantify the benefits, you will have a more compelling story to tell and make it easier for the customer to say "yes".
Taking the time to fully understand the needs and resulting benefits of meeting them can result in a shorter sales cycle.
Good selling,
Richard
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