Lesson 3: Determining Customer Needs and Wants

Selling Statements

Selling statements  for a product, service, or idea give information needed to persuade the customer to purchase your product.  Some examples of selling statements follow:



 

Remember that the selling statement gets the customer's attention. Such statements bring the customers to you! Then, you must do what your selling statement promises to do.

Summary

  • Effective salespeople understand that determining customers’ wants and needs is a priority.

  • Four effective methods used to identify customer needs and wants are
    • observing the customer
    • asking appropriate questions
    • using selling statements
    • listening to the customer

  • Listening skills are an important part of effective communication.