Follow the Course of the Road—The Needs Analysis

Ricky McKenna ()

Chapter Chapter 3 in The Sales Sat Nav for Media Consultants, 2023, pp 47-71 from Springer

Abstract: Abstract Determining the actual customer need is the most important prerequisite for a successful sales pitch. If you don’t know the customer’s pains and goals, then your sales arguments are worth as much as a lost piece of bread in the fondue. The customers buy exactly when they want the offer. And they want it when they recognise a clear personal benefit in the offer. And the benefit is defined by the satisfaction of the need. For success in sales, it is essential to know a) which gap the customer has, and b) whether my offer can close this gap. This chapter presents appropriate questions and questioning techniques to determine the actual customer need in a short conversation, which is subsequently used to conclude the sale.

Date: 2023
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DOI: 10.1007/978-3-658-40734-6_3

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