People Buy What They Want: Who Defined the “Need?”
Here’s the catch – what we think people need might not be important to them! Too many sales consultants impose what they believe is right for the client before considering the client’s perspective. This approach would be like fitting a square peg in a circular hole! Make sure you don’t push your paradigm by finding out what they want.
People Buy What They Want: How to Sell What People Want
How do you discover what prospects want? I hope the answer is obvious – you need to ask! By questioning what is important to them, you can sell to your prospects on an emotional level. You’ll find out what they value, and tailor your presentation to those points. Remember that people predominantly buy on emotions, then justify with logic!
People Buy What They Want: Conclusion
Remember that people will buy what they want before what they need. As professional consultants, we need to be mindful not to push what we think is important onto our prospects. We can do so by asking well prepared questions to find out what is truly important to them.
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Filmed at Waterman, Chadstone