Needs without Wants

Far too often sales leaders teach their reps to uncover their customers needs.  Unfortunately, there is a big problem with this.  Think about it in your own life.  When you need something to you go out of your way to get it right then and there?  Or do you put it off until later?   

For example, if you have a leaky faucet do you fix as soon as you discover it or do you wait until it gets worse?  For most people if the problem is not to painful, they wait until the pain becomes unbearable. Then and only then are they ready to do something about it.

But when you want something. You will do what it takes to get it as soon as possible.

The same principals apply to sales.

Have you ever wondered why you miss your forecast even when you have a pipeline full of qualified opportunities?

It’s because your reps have qualified the needs of the customer but have failed to gain a clear understanding of what they want.  When you don’t know what your customers want, then selling to their needs becomes a long drawn out process.

Many sales that are lost on price are lost because no one ever took to the time to understand the customers wants.  Instead they focus on what they as the sale rep and you the sales lead believed the customer needed.   Just because you think something has value does not mean the customer thinks it has value.  Value is not what you say it is. Value is what the customer says it is.

All customers value what they want far more than what you think they need.

If you are dealing with challenges around price or sales cycles that are longer that you would like you may want talk to an outside adviser.  Sometimes a pair of fresh eyes can help you see things you never knew were possible.

If you would like a free 30 minute consultation click here to schedule some time to talk.