What’s the need?
As I’ve said many times, “It’s not about you or what you do. It’s all about what you do for the client”.
Your success in business is based upon meeting the needs of your clients. It’s that simple and that challenging.
Here are five good questions to ask:
- What is the most important need your prospects have?
- On a scale of 1 to 10, how important is getting that need met?
- What words do they use to express that need?
- What questions can you ask a potential client to help reveal other needs?
- When you’ve met those needs, what benefits will come to the prospect?
“If we stop looking for leads and start understanding needs, selling our product would not only be more effective but more rewarding for us personally. A need is why a potential customer and a salesperson are speaking in the first place. All of the language, gestures and feelings in a sales process should support the eliciting of understanding, and resolution, of a need.”
– E-Myth Newsletter
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