FREE online courses on Selling Step by Step - Establishing Needs

 

Principles

 

• All people have needs.
• Unmet needs become “Problems”.

·         Problems “seek” solutions.

• People buy solutions to their problems.
• Profits are realized by selling solutions to these problems.

 “Need-Based” selling should be at the core, of all your selling systems in use today.

The premise of need-based selling is that customers buy in order to satisfy their needs. Therefore salespeople are expected to ask questions to determine what the customer's real needs are, rather than just presenting blindly.

By doing so, a salesperson is perceived as being less persuasive and more inquisitive, which in effect reduces the buyer's resistance towards him.

 

Once the seller is perceived as a consultative ally rather than an aggressive, high-pressured sales-person, he is in a much better position to “lead” the interaction with his questions, and thereby control the sale.    

Moreover, it is necessary to understand that human needs are forever changing. Therefore, people are perpetual consumers in their quest for solutions to their problems-which, again, is equivalent of saying that people never cease trying to resolve their emotional pain. This fact is extremely important for salespeople to understand.