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Successful sales strategy hinges on your ability to identify buyers' needs and wants. Needs are defined as objective requirements. The buyer needs a car. The buyer needs insurance. The buyers' wants, on the other hand, relate more to a value statement. The buyer needs a car but the buyer wants a sports model. The interviewing stage of the sales cycle establishes both needs and wants.
Successful salespeople direct their approach towards values and appeal rather than needs. Values and appeal relate not only to your product but also to the service.
Video Summary:
* Handling needs vs. wants
* Questions to determine needs
* Interview stage of the sales cycle
* Appealing to wants of the buyer
To help you retain and use the valuable strategies presented in this training session, we include a 6-page session guide.
Successful salespeople direct their approach towards values and appeal rather than needs. Values and appeal relate not only to your product but also to the service.
Video Summary:
* Handling needs vs. wants
* Questions to determine needs
* Interview stage of the sales cycle
* Appealing to wants of the buyer
To help you retain and use the valuable strategies presented in this training session, we include a 6-page session guide.