Need is not enough to tget a sale
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Need is not enough to tget a sale
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Need is not enough. Yes, it's important to find out what the prospect needs and what the pain is, but you need to discover not only what they need, but why it's important. That will determine whether there's a compelling reason to move forward. Not only that, but it’s also important to know who it's important to, it's something that's important to a lower-level person in your organization. It might be very important to them, but they don't have the authority to get the thing moving. If it's important to a high enough person in the organization, then everybody below them is motivated to get that done. So today's tip is, yes, it's important to know what the prospect needs and why that's important, but it's also important to know who it's important to.