Comments on: So, What Do You Do When Customers and Prospects Don’t Want To Spend Money?

By: Hino Trucks

Hino Trucks — Mon, 21 Dec 2009 13:57:08 +0000

These are great starting points for securing business in economic tough times.

By: Andrew

Andrew — Thu, 10 Sep 2009 20:38:27 +0000

Great blog.

By: Burt Munro

Burt Munro — Sat, 15 Nov 2008 21:13:32 +0000

Questions are so important, and far too frequently, the forgotten aspect of a sale. They are crucial to establishing the customer’s logical needs. The way the salesperson treats the customer should aim to discern and address the customer’s emotional needs.

By: Kevin Reinert

Kevin Reinert — Fri, 03 Oct 2008 15:41:59 +0000

A customer’s needs may drive them to listen to a salesperson to seek out a product or service that will relieve a pain, save them money, ease their workload, etc. And it’s up to the salesperson to ask questions regarding that need so he/she can make the best possible recommendations. However, here’s something we should never forget. While people will act because of a need, they will buy the product or service they WANT that will satisfy the need. Therefore, never underestimate the emotional side of the sales transaction.

By: BMW Sydney

BMW Sydney — Thu, 04 Sep 2008 10:34:21 +0000

While these situations are true, they are not exclusively true.

Not every customer wants to feel important. Many customers want to feel like they are treated ‘the same as everybody else.’ They insist that you do NOT make a fuss over them.

Not every customer wants to but from an expert. Some want to be the expert and get a kick out of doing meticulous research and showing of THEIR knowledge in the buying process.

Not everyone wants to be surrounded by the familiar. Some customers want an adventure, a completely new experience. Customers from Generation Y in particular are hungry for new experiences and tend to be less brand loyal.

The common theme here is that all customers will act based on THEIR needs. Generalizing customer needs is dangerous in sales because EVERY customer has different needs. Addressing their PERSONAL NEEDS is the key to sales success.