61. The Law of Need
Every decision to purchase a product or service is an attempt to satisfy a need or relieve a dissatisfaction of some kind.
Every buying decision is an attempt to solve a problem or achieve a goal. One of the most important things you do in successful selling is to put yourself in the shoes of your prospect and see your offering through his or her eyes. You must determine what this product or service means to your prospect in terms of his or her goals or problems before you can offer it or sell it effectively.
The first corollary of the Law of Need is Before selling anything to anyone, the salesperson must be clear about the need he or she is attempting to satisfy.
Top salespeople are skilled at asking good questions and ...
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