Importance of Understanding Customers Needs and How to Do it

7 Dec 11

Asking the customer great sales questions can help identify compelling needs. Understanding customers needs is important for success in closing the sale.

The stalled sale is one of the most frustrating experiences for a sales professional particularly when the sales person feels like the customer has a real need and their solution directly addresses the customer’s need. The problem is that many needs are not compelling and, as a result, the customer lacks urgency.

In this short video below I discuss the importance of understanding customers needs and how to uncover them to create urgency and close the sale.



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