How often do you hear sales managers refer to members of their team as “natural born salesperson.” The reality is not everybody is good at identifying a need or want for their products or services. Good sales technique will build confidence and convert wants into needs.

Margot the astronaut is about to plant the Union Jack on the surface of Mars. Stan has interrupted this momentous occasion with an “out of this world” portaloo sales opportunity. Yes, Stan has identified a need during this momentous occasion. However, Margot’s portaloo wants are less important than her need to keep the space suit fully zipped up. Margot will have to satisfy her needs when she rejoins the spaceship.

Customer’s may hide or play down their needs and wants during the sales meeting. Skilled questioning, natural curiosity and being interested in your customers business will often uncover them. Showing a genuine interest in a customer and their businesses will build amazing rapport. Not everybody does this naturally, but quality sales coaching will bring it out of even the least experienced seller.

If you have enjoyed reading this blog and would like to learn more about E&M Strategic Ltd and how we can help your business. Please visit our website. www.eandmstrategic.co.uk