When you successfully identify a customer’s needs and wants, you have accomplished a very important goal that will make selling your product much easier.
In order to find out what your customer’s needs are, simply ask them; they will usually tell you. The key is to honestly listen and legitimately care about what they are saying when they do open up to you and begin talking.
If they don’t tell you what they need right away, then you should steer the conversation in directions where they may be more willing to give you this information. One of the worst things to do at this point is focus on your product. You should always remember that everybody is primarily concerned with their own specific issues.
The best sales pitches are the ones where the customer does the majority of the talking. When this happens, it means that a sensitive issue has been triggered, and the customer feels compelled to open up and speak freely. Oftentimes, a customer will actually begin to search for ways that your product will assist them.
When the customer does begin to talk, it is important that you carefully listen and provide the proper information when it is necessary. The customer is obviously very interested and may be at the stage where an attempt to close would be appropriate.
Also remember that that the customer will often close the deal for you. All you need to do is have everything ready to make this happen.
If a customer still needs more convincing, one of the best things to do is to offer some type of free gift or service that addresses their issues. By doing this, you will often overcome many barriers because you are demonstrating that you are willing to go the extra mile.