How to identify customer needs?

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The constant growth of competition in the trade sector requires tireless work of the seller and acquisition of new knowledge that will allow him to get ahead of his competitors. There are certain stages of sales. They are designed specifically to lead the buyer to the purchase of a product or service. At the same time, one of the most important tasks at the initial stages is to identify the needs of the client. Why and how to do this? Let's take a closer look.

What are customer needs?
A need is a feeling of lack of something or a czech republic email list desire that can be realized by a new acquisition. Despite the fact that needs are individual in nature, there are also more common ones that are inherent in everyone in one way or another. First of all, these are physiological needs, such as sleep, food, quenching thirst. It is also worth noting safety, comfort, reliability, novelty. Many also need self-expression, recognition and promotion or compliance with a certain social status.

Identifying needs is a very important process, since the client comes to the store (visits the website) precisely to solve his problem. And only the one who recognizes it can help him with this. Thus, it will be possible to offer exactly the product or service that the consumer needs at the moment.

What are customer needs?

Basic methods for identifying customer needs
Identifying the client's needs requires thorough preparation and an individual approach, because all people are different. There is no single template with 100% efficiency. Therefore, it is necessary to adopt several methods and use them depending on the situation. Among the most popular methods are:

Communication. Here it is appropriate to ask leading questions to identify the client's needs. It is important to competently build a dialogue with the buyer and push him to a detailed answer. The main thing is to let the client speak out, listen to him carefully and understand his problem. This way, it will be possible to establish a trusting relationship.
Repetition (asking again). This method is suitable for reserved and not very talkative clients. In this case, you can repeat part of the information received during the conversation with the buyer and add clarifying questions or offer answer options.
Summing up. In this case, the seller listens attentively to the buyer and highlights the most important thing from his speech - the essence of the problem, after which he voices it again. In this way, the client realizes his importance and will be able to better understand his needs.
Observation. An experienced salesperson can already identify the customer's needs based on their appearance and behavior. For example, a self-confident person in expensive branded clothing most likely wants to confirm their status.
Possible Mistakes When Identifying Client Needs
In order to identify the client's needs, you need to act as delicately as possible. At the same time, sellers often make mistakes that prevent the implementation of the plan and repel buyers. First of all, this is excessive intrusiveness. Also, consumers are often irritated by the abundance of questions. Interrupting the interlocutor would also be a big mistake. If the client does not make contact, do not try to get answers from him, this will definitely not lead to anything good. Be that as it may, the seller should always remember that his main task is to sell the product. This should be the solution to the client's needs, and not just a heart-to-heart talk.