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'Need Satisfaction' Selling

When a prospect tells you they have no problems, don’t necessarily believe it. They just don’t know.

Every salesperson, from rookie to veteran, agrees that our job is to satisfy the customer’s needs. All too often we assume that the prospective customer has issues that need to be addressed and, when we drop by, we hear their needs and simply offer solutions to resolve the problems. Much of this is due to sales people not realizing that there are two general categories of needs; uncovered and discovered.