Build Better Sales – Understand Why People Need You

Why Do People Need You?

When it comes to selling your services or prospecting today, you really should know why people would need what you have to offer.  That knowledge helps you frame prospecting conversations and questions.  You can ask good questions like:

  • I am calling to see if you have any issues with your stationery costs that may be lifting costs for the business.
  • I am calling to see if you are struggling with photocopier operational costs in your office structure.
  • I am calling to see if you are having issues with car parking costs for the staff.
  • I am calling to see if you are struggling with sales team performance particularly with reaching budget.
  • I am calling to see if warehousing costs are a frustration to your business and if you’d be open to looking at other premises in the local area.
  • I am calling to see if you are having issues with business insurance and if it is impacting performance of the company overall.

Specific questions like these help you identify pressure points and frustrations for customers and prospects.

So why do prospects and customers really need you?  Answer these questions:

  1. What can you provide?
  2. How is it done?
  3. What is your point of difference?
  4. What is your benefit to the client?
  5. How can you improve the situation for the customers that you serve?
  6. Are you really different when it comes to comparisons with other similar suppliers?
  7. What advantages do you bring to the customers that you help?
  8. How are you better than your competitors?
  9. Why should a prospect or customer listen to you?

Taking these questions you can easily phrase some targeted questions that help your prospecting conversations and connections.  Unless the client or prospect has a genuine need or interest there is no need to take matters further.  Frame your questions so you know if the customer is a clear match for you.