Thoughtful Thursdays – Wants, needs and the happy customer
Sales professionals facilitate the buying process and in doing help their customers satisfy their wants and needs.
Today’s thought is about selling the customer what they want. I am not suggesting extreme overselling, but selling a product or service that exceeds the need within reasonable limits will often result in a happier customer.
It is the sales persons challenge to identify these wants and needs and determine which is most important to their customer. In some cases a want creates the need. A true need will always be purchased. Wants can go unsatisfied for a long time as they are discretionary purchases.
Perhaps that is why sales professionals are taught to sell to their customers needs, as the likelihood of closing the sale is higher.
Buying a product or service that satisfies the minimum requirement of a need is functional, but does it make for a great buying experience in the long term? Will the customer regret not buying what they wanted?
I have seen instances where a sale was lost because the sales person was too focused on the need as the competition upsold the customer.
Don’t be afraid of making more than recommendation. Your customer will be happier buying a product or service that meets their needs and satisfies their want.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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