 increased the intensity of his desire for gain to the point that it has overcome his fear of loss. And that means you have provided a powerful motivation to buy your product.

For example, a person negotiating to buy a new car from you, is motivated by several positive and negative needs. He may need a roomier car, or he needs to lower his costs, or he wants more horsepower, or he wants more safety features, or maybe certain accessories are important to him. Or perhaps it's a combination of needs. But his desire is pretty intense. He really wants a new car.

However, at the same time, he's apprehensive about how he can afford the payments. Will he pay too much? Is this the right time to buy? Will he get the right one? Can he get a better deal somewhere else. Will he get a lemon? His fear of loss and his fear of failure start to erode his desire for being better off so that the two emotions are pulling him in different directions.

The point is, several factors may be weighing in the prospect's decision to buy the car. Obviously, you stand a better chance of making the sale if you know what those needs are and can present your product in a the most favorable light to them. It won't help your sale to talk about horsepower or getaway speed if the buyer is primarily looking for dependable transportation. It won't help to focus on the automatic transmission if his chief worry is payment terms.

You won't learn what the buyer's needs are in the sale if you do all the talking. The old concept of the salesperson engaging in a marathon pitch extolling the product's bells & whistles just doesn't work.

Through the Needs Analysis discovery process you find out what the prospect's needs are by serial questioning and serious listening. Successful sales people are good questioners and excellent listeners. With the right questions—and patience—the prospect will tell you just what his needs are. And in most instances, this will include needs that he has never articulated or perhaps even been aware of before.

In making a Needs Analysis, the good questioner will borrow the tried and true method that newspaper reporters are trained to use in getting their stories. This is the use of the five W's and an H: Who, What, When, Where, Why & How. When you apply these six helpers carefully and patiently, the prospect will tell you everything you want to know.
increased the intensity of his desire for gain to the point that it has get the best his concern of loss. And that means you have provide a potent motivation to buy your product. 

 For exercise, a person negotiate to buy a fresh car from you, is motivated by respective positive and negative needs. He may need a roomy car, or he needs to turn down his costs, or he wants more horsepower, or he desire more safety features, or maybe sealed accessories are important to him. Or possibly it's a combination of needs. But his desire is reasonably intense. He really wants a new car. 

 However, at the same meter, he's apprehensive about how he can afford the payments. Will he pay too much? Is this the right time to buy? Will he get the right one? Can he get a better deal somewhere else. Will he get a lemon? His fear of loss and his fear of bankruptcy get down to erode his desire for being better off so that the two emotion are pull him in unlike directions. 

 The point is, several factors may be weighing in the prospect's decision to buy the cable car. Obviously, you stand a better chance of making the sale if you know what those needs are and can present your product in a the most favorable light to them. It won't help your sale to spill the beans about horsepower or getaway focal ratio if the buyer is primarily looking for dependable transportation. It won't help to concentrate on the automatic transmission if his chief worry is payment term. 

 You won't teach what the buyer's needs are in the sale if you do all the talk. The old concept of the salesperson engaging in a marathon pitch extolling the product's chime & whistles merely doesn't work. 

 Through the need Analysis discovery process you receive out what the prospect's needs are by serial questioning and serious listening. Successful sales multitude are good questioners and excellent listeners. With the right questions — and patience — the prospect will tell you just what his need are. And in most instances, this will include indigence that he has never articulated or perhaps even been mindful of before. 

 In making a Needs Analysis, the good questioner will borrow the tried and true method that newspaper reporters are trained to use in perplex their floor. This is the function of the five W's and an H: Who, What, When, Where, Why & How. When you apply these six helpers carefully and patiently, the prospect will tell you everything you desire to know.
 infreased the intensity of his desire for gain tm the loint thxt it has overcome his fear lf loss. And that means you haxe providvd a poweeful notivation to buy njur lvoducc.

Fir example, a pgrson negotidting to buy a ndw car from you, is motivated by severwl posiyige and negativg neecf. He may need a roomier car, or he needa to loxer his costs, ot he wants more horsepower, or je wants more safehy features, or iqybe certain accessorits are imporjant to him. Or perhaps it's a comcinatnon of needw. Vut vis desire ms prenty intense. Hc reallf wants a new car.

Howeyer, av thw same time, he's appreiensive about how he can affosd the payments. Wilo ye pai too mucf? Is thjs tge rigjt vime to buy? Will he ger the right one? Can hq get a better deal foiewhere else. Will he get a lemon? His fedr kf loss and his fear of failure start to erofe his defire for being better off so that the two emotionv are ouloikg hkn ln different directions.

The point is, several fwdtprx may be weighlng in the prospecy's drsision to buy the ccd. Kbviously, you stanf a betjer chqnce of mwkinb the sale if you know what those needs qre and can presenc your produet in s the most favorable light tu thsm. It won't jelp your rale to talk abojt morvepower or getaway speed is the buyxr is primarkly kookind for depejdablc transportation. It won't halp to focks on the automatic transmissioi if his chieg forgy is payient berms.

You won't lqarn what the yuyer's nzeds afe in the aale if you do all the talking. Dje old conce't of the salwspeeson enexging in a marsthon pitbh extilling the product'x bglms & whistles juwt eoesn't work.

Throigh thq Jexds Agdlysis discoeery pruvess hou find oub wfat yhe prospect's needs dre gy serial questiononn and seruous liseening. Succesxful sales people wre gmod quesyiogers and excellent listeners. Wjth the rlghb questions—anq pabiense—the pros'ect will tell you just what his needs ace. And in most instancgs, this will include uetds that he hes nevqr articunated or perhaps eveb been aware of btfore.

In making a Needs Znalyshs, thf good questioner will borrow the tried and true method that newspaper reporters are traines to use pn yetcing thqir dvories. This is thv use of the five W's and an H: Whu, What, Wveu, Where, Why & How. When you appky these six heupers carefully and patisntly, thr prospect will tell you everytning you want to know.
increased the intensity of his desire for the that it overcome his fear you provided a powerful to buy your For example, a person negotiating to a new car from you, is motivated by several positive and negative needs. may need a roomier car, or he needs to lower his costs, or wants horsepower, he more safety features, or maybe certain accessories are important to him. Or perhaps it's a combination needs. But his desire is pretty intense. He wants a new car. at the same time, he's about he can the Will pay too much? this the right time to buy? Will he get the right one? Can he get a better somewhere else. get a His of and his fear start to erode his desire for so that the two emotions are pulling him different directions. point is, several factors may be in the prospect's decision to buy the car. you stand a better chance of making the sale if you know what those needs can present your product a the most light them. won't your sale talk about horsepower or getaway speed if the buyer is primarily for dependable transportation. It won't help to focus on the if chief worry is terms. You won't learn the needs are in the you all old of salesperson engaging in a pitch extolling the product's bells whistles just doesn't work. process you find out what the prospect's needs by serial questioning and serious listening. Successful people are good questioners and excellent listeners. With the right questions—and patience—the will tell what his needs are. And in most instances, will include needs that has never articulated or perhaps even been aware of In a Needs the good questioner borrow the tried true method that are trained use getting is the use of the five and H: Who, What, When, Where, & you apply these six helpers carefully and patiently, the prospect will tell you everything you know.
 increased the intensity of hiS desire for Gain tO thE poInT thaT it hAs overcome his fEAr of Loss. And that means you havE provIdED a poWErFul moTivatioN To BUY yoUr PrOduCt.

fOr ExampLe, a Person nEgotiating To bUy A new car from yOU, iS motivated By sEveral positiVe aNd negaTiVe nEEds. He May Need a RoomieR Car, or hE needs to lOwER his coSTs, or he wANTs More Horsepower, or he wanTS mORe safety featurEs, or maYbE CeRTAin AccEssories arE iMportANt to him. oR pERHAps IT's a combinatioN of needs. But HIs dEsire iS pRetTY intenSe. He rEaLLy wAnts a new car.

howeVer, at the sAme timE, He's apprEHensive About hOw hE caN affORd ThE paYmENts. wIlL he PAy tOo much? Is ThIs The riGht tIME TO buy? wilL he gEt the Right one? Can he Get A betTEr dEal soMewheRe elSe. will hE get a lEmon? HIs Fear of loss and hiS feaR of failurE stArT to ErOde hiS Desire For BeiNg betteR off so tHAt tHe TWO EmOtions are pulling hiM iN DIfFerent diRectioNS.

THe POint is, seVeRal FactORS may bE weiGHiNg in the pRospecT'S dEcIsion to BuY the caR. OBviOusLy, you STand A betteR chance oF makiNG the sale if you kNOw what those neEDs ARE aND can PreSent your proDuct IN a thE mosT FaVorABle liGht to ThEM. IT Won't help your sale to tAlK about HorsePower or getawaY speed if thE BUYer is priMariLY lOOking for dependAble tRansportatIOn. It won't Help tO focus on The automaTIC transmiSsiOn iF hiS chIEF wOrry is payment TERms.

YOu Won't leaRn wHat the bUyeR's nEedS arE iN the sale iF you do alL tHe TaLkIng. the olD Concept oF tHe sAlEspErson ENgaginG in a mAratHoN pITch ExtolliNG tHE ProdUcT's BellS & whIsTles jUst dOEsn'T work.

ThRough the NEedS analYsIs DiscoveRy process you fInD out what thE pRosPect's nEEDs are by sErial questioning and seriOUs listeNinG. SuccEssfUl sales peOplE are goOd qUEstionErs and ExcelLeNt lISTenerS. wItH thE rIght questiONS—anD patiEnCe—thE prospeCt will tell you just wHAt hIs needs are. And In mOst iNSTaNceS, ThIS wiLl INclUDE needs that he has Never articUlATeD or perhaps EVen BeEn aware Of beforE.

In maKIng a NeeDs AnalysiS, the good qUeStioNER wiLl borrow thE tried anD true methOD that NEwSpapeR rePorterS aRe tRaineD to use IN geTting Their sToRies. ThIs is tHe Use of the Five W's and an H: Who, What, When, where, WHy & How. wheN you apply TheSE siX helpers cArefUlly and patIenTly, The prOspECt wilL telL YoU evERythiNg yoU Want to knoW.
 increased the intensity o f his desi re fo r g ain  t o th e po int that it ha s  ove rcome his fear of loss . And  t h at m e an s you  have p r ov i d edapo wer fu l  m otiva tio n to bu y your pro duc t. 

For exampl e ,a person n ego tiating to b uya newca r f r om yo u,is mo tivate d  by se veral pos it i ve and negativ e ne eds.  He may need a ro o mi e r car, or he n eeds t ol ow e r  hi s c osts, or h ewants more ho r se p o w er, or he wants m ore safetyf eat ures,or  ma y be cer tainac c ess ories are i mpor tant to h im. Or perhaps it's acombin ati onof n e ed s.  Bu th isd es ire ispretty i nt en se. H e re a l l y  wan tsa ne w car .

However, a t t he s a metime,  he's  app re hensi ve abo ut ho whe can afford t he p ayments.Wil lhepa y too much?Isthi s the r ight ti m e t ob u y ?Will he get the ri gh t on e? Can h e geta  b et t er dealso mew here e lse.Will he  get a l emon?H is  f ear oflo ss and  h isfea r off ailu re sta rt to er ode h i s desire for b e ing better of f  s o th a t th e t wo emotions  are pull ingh im  in diffe rentdi r ec t ions.

The point is ,severa l fac tors may be w eighing in t h e prospe ct's de c ision to buy t he ca r. Obvious l y, you s tanda better  chance o f making t hesal e i f y o u  k now what thos e need sare and  ca n prese ntyou r p rod uc t in a th e most f av or ab le  li ght t o  them. I twon 't  he lp yo u r sale  to t alkab ou t  ho rsepowe r  o r geta wa yspee d i fthe b uyer isprimari ly lookin g f o r de pe nd able tr ansportation.  I t won't he lp  to  focus o n the au tomatic transmission if his chi efworry  ispayment t erm s.

Yo u w o n't le arn wh at th ebuy e r 's ne e d sare  i n the sale i f y ou do  a ll t he talk ing. The old conce p t o f the salespe rso n en g a gi ngi na  ma ra t hon p itch extollingthe produc t' s  b ells & whi s tle sjust do esn't w ork.Through  the Need s Analysi sdisc o v ery  process y ou findout whatt he pr o sp ect's  ne eds ar ebyseria l ques t ion ing a nd ser io us lis tenin g.  Success ful sales people are go od que stion ers  and exce lle n t l isteners.  Wit h the righ t q ues tions —an d  pati ence — th e p r ospec t wi l l tell yo u  j ust w ha t his needs a r e.And i n m o st ins tanc es, this will inc l ude needs that  heh a s n eve r  art ic ulated or perh aps  e v e n been a wa re of befor e.

In m ak i ng aNeedsAnalys is, the g oo d  quest ione r w ill borro w t he tried a nd  t r ue met hodth at new spaper repo r t ers are trainedto us e in ge t tin g the ir  storie s . Th is is theuse of thefive W 's a nd an  H: Who ,What,Whe n,  Where, Wh y  & How. W hen y ou appl ythes e s ix hel pers c arefu llyan d p atiently, t he pr os p ect  wil l tel lyoueverythin g  you wan t t o  know.
 increased_the intensity_of his desire for_gain to_the_point that_it_has overcome his_fear of loss._And that means you_have provided a_powerful_motivation to buy your product.

For example, a person negotiating to buy a new car_from_you, is_motivated_by_several positive and negative needs._He may need a roomier_car, or_he needs to lower his costs, or he_wants_more horsepower, or_he wants more safety features, or maybe certain accessories_are important to him. Or perhaps_it's a combination_of_needs._But his desire is_pretty intense. He really wants a_new car.

However, at the same time,_he's apprehensive about how he can afford_the payments. Will he pay too_much? Is this the right_time to_buy? Will he get the_right one? Can_he get_a better deal_somewhere else. Will he get a_lemon? His fear_of loss and his fear of_failure_start to erode_his_desire_for being_better off so_that_the two_emotions_are pulling him in different directions.

The_point_is, several factors may be weighing in_the prospect's decision to_buy_the car. Obviously, you_stand a better chance of_making the sale if you know_what those_needs are_and can present your product in a the most favorable light_to them. It won't help your_sale to talk about_horsepower or_getaway_speed if the_buyer_is primarily_looking for dependable transportation. It won't help_to focus_on the automatic transmission if his_chief worry is payment_terms.

You_won't learn what the buyer's needs_are in the sale if you_do all the talking. The_old_concept_of the salesperson engaging in_a marathon pitch extolling the product's_bells & whistles_just doesn't work.

Through the Needs Analysis discovery_process_you find out what the prospect's_needs_are by serial questioning and serious_listening._Successful_sales people are good questioners_and excellent listeners. With the right_questions—and patience—the prospect will tell you just what his_needs are. And_in most instances, this will_include_needs_that he has never articulated or perhaps even been aware_of before.

In_making a Needs_Analysis, the good questioner will borrow the tried and true_method that newspaper reporters are trained to_use in getting their stories. This is the use of the_five W's and an H: Who, What, When,_Where, Why & How. When you apply_these six helpers carefully_and_patiently, the prospect will tell you everything_you_want_to_know.