As a sales person you have to intimately understanding the needs of your prospects.
When you understand your prospect’s needs you can sell to them better.
Now, this is a little bit different than my previous blog post {Link to PREVIOIUS POST} on understanding the language of our prospects. It really goes hand and glove. Here we are exploring their needs.
I especially love to work with companies in a new industries where there might not be a really big need for their product or that service… YET!
What the business owner has to understand is why potential clients would buy that product or service. Then use question based selling to get to the the prospect to see the need themselves.
We do this through question-based selling
When you’re asking questions you are helping the prospect see the need in their own mind. While it would be easier to tell people they have a need you can’t because they’re not going to believe you. When they tell you that they have a need, then they definitely will believe that because they believe always themselves. This is just basic human nature.
You have to constantly be listening for those needs from the prospects.
That’s why this whole series of videos that I’m doing right now is all about listening to making more money because that is the key to selling, is understanding and listening to your prospect. They are going to tell you everything that they need to use, to buy from you, because that’s why they’re sitting in front of you in the first place.
Now, if all you do is talk, talk, talk, you’re not going to understand what that need is, and you’re going to be telling them something that they probably don’t want to hear in the first place.
Always be asking where the need is.
Why do they believe that there is a need? That’s always a really great question I love to ask people. I typically say something like:
“you’ve told me that you have this problem, but who says it’s a problem?” Or,
“why is that a problem now?
“Why are you reaching out now to solve that problem?”
“Why not do that six months ago?” Or,
“Have you tried in the past to solve that problem?,
Understanding the need is critical because it’s that need that will drive the sale.
Once you understand exactly what the need is of solving the problem, then boom, that’s going to be an automatic sale because when there is a need, then there is a sale. If it’s just a want, then it’s going to be very difficult to actually make the sale.
Few people buy their “wants” … most everybody will fulfill their needs no matter what. It might as well be with you and the solution you’re selling. You’re now solving their problem.
You’re going to do that by asking needs-based questions. Like, why now, is a really great way to find out where are they in that process. Why solve the problem now? You’ve had the problem for years, why now? Well, I’m going broke. I might lose my house. I might lose my car. All of those.
I hear my clients tell me they want to improve their sales process… I always ask why now?
When you drill into the problem like that, the need becomes more urgent. Find the need and establish why they should purchase from you now. That’s how you’re going to make a ton more sales.
Identify what those needs are. Make sure that they’re matching with that problem, and their prospect will make that decision now, sooner rather than later.
Check out the content I have on Youtube. I’ve recorded over 200 videos on sales, customer service and storytelling.
All of this advice is part of my full program on Impact Selling… want to chat about how to double your sales? Schedule an Impact Call at no cost here: www.TomJackobs.Com/Impact
