Investigating Customer Needs and Wants

Its a rainy Saturday morning here in my home town and you can really tell fall is coming soon. But on to the topic of the day, Investigating the Customer Needs and Wants. Every customer you deal with in sales has different needs and wants. Some customers will want a leather coach that is brown, others will want the latest coach that reclines, has built in massagers, and everything in between. Everyone is different so that is why the investigation stage is so important, in order to help customers find the right product and make the sale.

When investigating you need to focus these 3 things:

• Find out facts
• Find out information
• Find out needs

If you follow these three things, it will help you find the customers hot buttons. Customers only care about 20% of the features of a product, but everyone's 20% is different so that is why investigation is so important. Here are some examples of investigation questions if you are selling carpet or flooring.

• What kind of project do you have going on remodel, new construction, or just new flooring?
• Are you looking for something with lighter or darker color tones?
• What color are your walls, cabinets, etc?
• Is it a high traffic area?

By asking questions like this no matter the product it will help you as a salesperson know what to show the customer and what will be best for their needs, but it will make life a lot easier for yourself because you won't have to try and guess what they want. Open you mouth and ask questions is the best and easiest thing you can do to lead a customer through the sales cycle and to the closing of the sale.

Thank you for reading another post from SalesFinch