If you are in sales, then you’ve probably heard the saying- “I could sell ice cubes to an Eskimo.” First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, because I believe that is a difficult task to accomplish.
You have to be one hell of a salesperson to accomplish this, but why would anyone waste their time selling somebody something they didn’t need?
First of all, imagine how long it must have taken to pull off a sale like that, because I doubt the Eskimo jumped at the first chance to buy. It must have taken a lot of persuasion on the part of the salesperson.
Second of all, the Eskimo doesn’t need ice cubes, so why would anyone waste their time selling them to an Eskimo?
Okay, enough about selling ice cubes to Eskimos. I think you get the point.
This brings us to the title of this post- “Needs-based Selling Explained”. Sell your customer only the things that they need, you will find it to be a much easier sale, and you won’t spend a whole lot of your time selling it.
If somebody told me that they sold a heater to an Eskimo, I would be very impressed, because this person chose their target market wisely, and then sold their customer something that they need and can use.
If I were an ice cube salesperson, my target market would be supermarkets, convenience stores, and liquor stores, because they buy bags of ice in bulk to sell to their paying customers. Why on earth would I waste my time selling ice cubes to Eskimos?
Needs-based Selling is selling people the things they need, and that make their lives more convenient. Get to know your customer before you start selling them your products, get to know as much as you about them.
The next time you have a customer in front of you, take a little bit of time to get to know them and their needs. Once you have accomplished this, offer them the products you believe that they actually need and can use.
Important final post note- If a customer/potential customer needs a product or service, they will likely buy it without much resistance.
“Sales create commissions. Relationships create fortunes.” Michael “MJ The Terrible” Johnson – Founder & Owner – Masters of Money, LLC.
3 Powerful Tactics That Motivate Customers To Buy – https://www.mastersofmoney.com/3powerfultacticsthatmotivatecustomerstobuy/