3.3.1 Needs and Wants
Completion requirements
Lesson 3: Determining Customer Needs and Wants
Effective salespeople know that determining customer needs and wants is a priority to help the customer make an appropriate selection. How do people disclose their needs and/or wants?
People enjoy buying but they do not enjoy being sold to. Be careful that customers decide for themselves about making purchases rather than feeling as if they were pressured into buying even if you feel that what they want to purchase is not really what they need. Often, what people want is a more powerful motivator to purchase than what they need. Give them the information and let them decide what to purchase without feeling pressured.
People enjoy buying but they do not enjoy being sold to. Be careful that customers decide for themselves about making purchases rather than feeling as if they were pressured into buying even if you feel that what they want to purchase is not really what they need. Often, what people want is a more powerful motivator to purchase than what they need. Give them the information and let them decide what to purchase without feeling pressured.
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