| There have been many sales coaching seminars | | | | customer needs would be changing all the time. |
| based on this question. These seminars tell you | | | | Needs would be a function industry and what |
| that needs are customer specific, industry | | | | changes the industry has experienced. Economics |
| specific, situation specific. I have heard that needs | | | | would be constantly changing needs, mood would |
| change over time, or change based on the | | | | change needs, weather would change needs, and |
| economy. Professional Selling Skills require that | | | | the alignment of planets would change needs. No |
| you uncover and fill needs, the would be difficult if | | | | one would do business with anyone. No, your |
| they were changing all the time. | | | | customer's needs have never changed and never |
| I was once taught that customer needs are | | | | will. Your customer just does not know that |
| dependent on the product or service you are | | | | these stated needs are really linked to true needs |
| selling, Baloney! The true customer needs have | | | | deep within. When you use professional selling |
| always been what they are now. It has to be | | | | skills, you will tie everything together. |
| that way, or no one would sell anything to | | | | There are only three true needs: |
| anyone. Think about it, if needs were not | | | | To get paid - you will fill this one most of the |
| consistent you would have to reinvent the selling | | | | time. It can take many forms |
| process for every product and for every industry | | | | To get a date - unless your are or eHarmony |
| and for every market! No, needs are needs and | | | | you do not have to worry about this one |
| the true customer needs will never change. | | | | To stay alive- unless you are selling weight loss, |
| Needs will be expressed in many different ways, | | | | exercise or pharmaceuticals do not worry about |
| and you must learn how to identify these | | | | this one |
| nuances, this is one of the basics in closing sales | | | | I will say it again; you do not have to worry |
| techniques. Learning this is quite easy once you | | | | about number three. The second need might |
| know the three true customer needs. Let us | | | | come into play, seldom does. |
| review some of the things that customers tell us | | | | So why is everyone's need the same, "to be |
| they need: | | | | paid?" Well, being paid takes many forms. People |
| Our organization needs to save money, we need | | | | accept many forms of legal tender, because |
| to cut costs, we are under a deadline, I need to | | | | most forms of payment lead to the one |
| get this done under budget, I need to see a | | | | everyone wants: money, moola, scrila, dough. |
| significant improvement, we need to get in | | | | Think about it. If a customer gets a promotion, |
| production now, I need increased output, I need | | | | more money, if a customer gets recognition, |
| decreased waste, time I said time is the | | | | might mean more money, if a customer saves |
| important thing, etc. | | | | money, more money, if a customer keeps their |
| The truth is customers do not need any of these | | | | job, money. When you connect the purchase of |
| things. They only need these things to get what | | | | what you are selling to saving money, getting |
| they really want. I mean how many people really | | | | recognition, getting a promotion, or just making |
| care, in their soul, about deadlines, processes or | | | | their life easier, then you have closed a sale. What |
| corporate anything? Again, if they did then | | | | a customer really needs is to be paid! |