Apr 5, 2020
Four Steps To Understand Buyer’s Needs
Powerpoint slide after powerpoint slide bombarded me with detailed data, specs, diagrams and text information. After 20 minutes he stopped the torture. “Wow”, I thought, “he hasn’t managed to ask me even one teensy question during this session of our first meeting”.
What could he have done with me?
Why would that particular question be important? When we come to explain the solution to the problem, being able to address their closely held personal win, helps to make the solution conversation more real and relevant.
Don’t overload the buyer with too much information. To filter out what information you should be showing them, ask questions first to understand their needs.