“Discovering Wants and Needs”, the third step in the Buying/Selling Process, is the opportunity to ask questions and explore topics to uncover how you can support a potential client.  I welcome the opportunity for that initial one-on-one meeting to learn about the individual and their business.  I am genuinely curious about WHY individuals do WHAT they do and HOW. 

Brainstorm open-ended questions and topics to explore conversationally.  Ask questions related to the problems you solve and the value you bring.  Provide value by listening and checking for understanding.  Begin your questions with, “Why do you do what you do?”, “How did you get started?”, Tell me about . . .”, “How are you . . .”, “What are your thoughts about . . . “, “What would happen if . . .?”. 

Unfortunately, many individuals are unsuccessful with sales because they don’t ask questions, rather tell someone why they need or should do something.     

Let’s plan a time to brainstorm your “Discovering Wants and Needs” questions and topics based upon your strategy and Competitive Edge ~ problems you solve . . . value you bring . . . why do business with you. 

With a focus on “Discovering Wants and Needs”, it’s essential to listen more than talk.  How are you investing your time and energy in asking questions, listening, and understanding to provide the opportunity for customers to buy and clients to engage?  

Asking the right QUESTIONS through an authentic conversation is KEY to your Sales Success!   

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