Importance of Understanding Customers Needs and How to Do it

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.