The customer is the main value for any enterprise, so his problem becomes the company's problem, and its solution becomes the common goal. After all, as a result, the company makes a profit. Identifying customer needs is beneficial to the company for several reasons:
Allows you to learn more about the preferences of your target audience .
Don't try to decide for a person what product he needs - the trendy one or the cheapest/most expensive one. Instead, find out what features he considers most important, then you will be able to choose the option that will really be useful to the consumer.
You get an idea of your interlocutor's pain points .
One product can handle several physician database tasks at once, so in each situation it has to be offered in different ways. One needs a smartphone as a means of accessing the Internet, and the second needs to make calls and watch videos. Understanding the person’s goal, in the first case the specialist will select a device with 4G and good Wi-Fi reception, and in the second – with a large screen, high image and sound quality.
You receive arguments to work out objections .
When objections arise, you can work with standard arguments about the price-quality ratio. Or you can use deeper argumentation, referring to the fact that the proposed product will relieve the buyer of the problem.
Benefits of identifying customer needs
You look like a professional in your field .
When a seller, without asking anything, simply offers a product, it is difficult to take him for an experienced and attentive specialist. By asking questions, you tell your interlocutor about the level of your knowledge, and he understands that you will definitely find the best option for him.
The interlocutor feels attention and care on your part .
Dale Carnegie claimed that every person loves to talk about himself most of all. And when it comes to sales, this rule works 100%. By asking the buyer about his desires, you create the most comfortable environment for him, in which he feels confident and relaxed. As a result, it is easier for him to trust you and agree with your opinion.
You initiate an active dialogue .
If you work with a buyer in this format, then it takes less time to choose a product and decide on a model. Do not forget that you save not only your time, but also your client's time.
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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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