Identifying customer needs - what is it and how does it happen?

Identifying the needs of your customers is an extremely important step in developing your sales strategy. The ability to correctly identify all the needs of your potential clientele allows you to find a completely individual approach to each client who has decided to use your service or to purchase goods from you.

In this article we will consider:

• How to determine the needs of each individual customer and implement the technology of sales, taking into account each of these identified factors.
• How to ask the necessary questions in order to identify the needs of a particular client or his expectations
• How to develop your own ability to listen in a practical way.

For this, the following questions will be studied:

• What are the needs of the buyer who came to the store, and what is the purpose of his visit.
• Types of questions asked.
• How then it will be necessary to consolidate the information.
• The main ideas about this.
• What actions need to be taken.

What are the priorities and needs of each buyer or sales manager?

In fact, despite the fact that this question may seem pretty simple, not everyone can answer it or it answers incorrectly.

Priorities of the consumer:

• What are my needs?
• What will I get in the end?
• Which products can I be offered, or what services do I have here?
• Why should I buy here?

Seller Priorities

• The consumer and the maximum satisfaction of all his needs.
• The advantages of our outlet and the importance of such advantages for the buyer.
• Ideas, goods and services.

How is the identification of human needs?

For a good discovery, the identification of the needs of each client must necessarily follow. It is necessary that the buyer himself in the end told us about his current situation in life - that he told us about his interests, financial position and other factors. It is worth saying that for such stories, the buyer at the previous stage should necessarily form an interest in the products and be some motivation, only in this case he will be able to share the necessary information. The seller must necessarily carry out the identification of needs, and with the help of the seller the buyer may already have a somewhat better understanding of them himself.

For each specific buyer, the seller must necessarily find the properties of the product that meet all of its needs , as well as all of its competitive advantages. In this case, the already identified definition of the need for the buyer will play a role, after which he recognizes the need to use all the above advantages for himself, and will make a final decision much sooner. The seller, who conducts a constant identification of the needs of the buyer, there is some opportunity to expand their own business, as well as finding all sorts of additional areas where his services or products can also be used.

On the basis of all the information received, a person can understand for himself as much as possible what kinds of proposals his people might be interested in, since he already knows the basic methods of determining the need for circulating assets and the methods of rational use. Often at this stage, there may be some impression that the assortment lacks a certain service or product that could increase sales, and the novice seller can even finish the conversation with the buyer. Just show all the possibilities of your situation now is not enough, you need to show absolutely all the factors that can indicate the need of the buyer for your services or products.