True Needs: Understand to Sell

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The client is picky these days and it is becoming increasingly difficult to sell to him. It is easier to reach him if you find out what he really wants. This means identifying his true needs. Then it is not so difficult to build a dialogue, achieve loyalty and, as a result, make a sale.

True needs: what is the essence
Let's start with what needs are in general. These are basic, vital needs. "Need" and not "want" are the basis of true needs. There are material (physical) and spiritual (psychological). They should not be confused with desires: desires are what one would like to possess.

True (genuine, reasonable, natural) needs are necessary for a antarctica email list 5644 contact leads full existence and existence in general. They are mainly biological and spiritual. The former include needs for water and food, rest, clothing, sleep, medical services, etc. The latter are for personal development and spiritual improvement. They come to them independently - these are the so-called internal needs.

True needs: what is the essence

But there are also imaginary needs. They are imposed from the outside: by society, fashion, advertising, and are often destructive.

Here is a young man, he wants to become a doctor. If this is talent and his desire, then the need is true. But if three generations in the family are doctors, and he just wants to be like them, and he himself wants to pack his things in a backpack and fly around the world, this is a false need.

Customer needs – what are they?
But what is a customer need? These are the vital needs that can be satisfied by using a certain product.

For example, a consumer is looking for blinds. If they are intended to decorate a room or to hide it from the sun, this is a real need. But if he is looking for them like the son of his mother's friend, the need is imaginary.

How to identify needs
To identify the true needs of the client, otherwise the reasons for dissatisfaction, the communication process must be built correctly. And it is quite difficult.

Before offering "the best product" and bombarding the consumer with the product's benefits, you should find out: does the consumer need this product at all? It may be the best, but if it does not relieve pain, they will not buy it.

So, what should you do in the process of researching the client’s needs:

Ask correctly. It is worth starting with questions. At this stage, open questions are asked that suggest a detailed answer. It is a good idea to ask directly what the consumer wants, what they are looking for and why. "What is important to you?", "Why are you looking for a product?", "What needs should it satisfy?"
Listen carefully . Even if it seems that the client himself does not know what he wants, you need to listen to him. Do not interrupt, let him finish his thought, hear what he says. This will help to understand the true pain.
Speak in a clear language. Communicating with the client should be simple and clear, without using specialized terms. Okay, someone will ask again. But someone will not understand and will break off communication. But you should not fall into excessive primitivism.
Clarify. Alternative and clarifying questions will help with this. The method works well with a taciturn client, or when the seller is not quite clear what the buyer meant. "Did I understand correctly...", "You said that...".
Summarize. The control shot is to highlight the main idea that was reached during the conversation and voice it. As a rule, the sought-after true needs are such an idea.
How to identify needs

The client's true needs will help to determine where their pain points are. And therefore, to select what is needed to eliminate them, make a sale and gain customer loyalty.

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