Find What They Want & What They Need

First, let’s talk about ‘why’ you want to find their wants & needs.

1. Your Presentation … First Mistake: Guessing you know what they want and why it’s important.

Does ‘I want to look at’ mean they want to buy one?

A well-dressed, 40ish guy came in, asked to see the used Corvette. I said, “Jump in,” burned some rubber, slid around a corner, got back and said, “What do you think, ready to take it home today?”

Embarrassed; he said, “Oh, I’m sorry, I just wanted to see it. I need to get my mom a small economy car. I’ll try to come back another day.”

If you don’t find out ‘what & why’ and ‘need’, you’re guaranteed to make a presentation and focus on features they don’t care about, and that means you’ll miss easy sales.

2. Rapport … “When people understand each other’s ideas.”

If you want to sell more, slow down, follow the directions we’ve covered and start asking ‘rapport building’ questions.

3. Closing … Closing is a step-by-step process of asking the right questions throughout the presentation. It’s not a single question.

4. Hold more gross … When you learn more about who it’s for, how they’ll use it, and which features are most important to them, your focus will be on the value of those features and benefits, not the price.

Slow down – you’ll sell more!

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