Customer Needs Archives

Why Removing a Customer’s Current Pain Is Not Enough

March 30, 2015March 29, 2015 by Bob Schultek

Experienced sales people know that their primary task is to identify and resolve a customer’s need. Look for pain points and propose solutions to remove the pain. Customers know this too which is why they often want to shortcut the selling process by quickly categorizing your proposal and focusing on the price for pain removal. How you react defines how seriously the customer will consider your proposal. This is the decisive moment. How will you …

“They’re Not All The Same”

September 4, 2013September 3, 2013 by Bob Schultek

Judy’s company produces a high quality water container serving the recreational market. When I arrived, Judy and her Sales Manager, Bill, were brainstorming about new product concepts for their served market. To achieve their growth goals, they needed to launch a new product that would capitalize on their success and be distinctive enough to appeal to their market. One of their employees had recently told Bill about his friend who was using their key product …