Determining Customer Needs

A salesperson cannot provide a valued solution without first determining the customer’s needs. You can generate happiness and loyalty by matching customers with the solution that works best for them. Solutions should be selected to ease pain, meet short- and long-term goals and address gaps.

1. Research your prospect. Whether you are selling to an individual prospect or a demographic, know your customer. Review prospect websites to learn about their practices and goals. Dig into online information by checking out online communities and social hangouts.
2. Question, question, question. If you’ve done your research and you know your prospect, then you can prepare your questions and pitch prior to making contact. What are they trying to accomplish? What’s important to them?
3. Listen actively Listening actively confirms that you really hear your prospect – which they greatly appreciate. Use their language and confirm their meaning.

You can always find more information in the online library such as these topics:

• Search and add to my training: Determining Customer Needs
• Search and add to my training: Social Networking: LinkedIn
• Search and add to my training: Active Listening