From the course: Sales: Selling Financial Products and Services
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Matching product to need
From the course: Sales: Selling Financial Products and Services
Matching product to need
- Your customers have a lot of needs, and that means your selling process never ends. There is always more opportunity to match your products and services to their expanding needs. There are actually three levels of needs that customers have. Number one, product level. These are the features, benefits, quality, and price of your products. Number two, process level: how your product or service will enhance the customer's business processes, things like reducing overtime. Number three, performance level: the impact of your product or service on the customer's business results. Customers need products to be sold in a way that addresses all three of these levels. So let me share five ways to really ensure you're matching product to all of these customer needs. Number one, fill urgent need. The first step in relationship building is to listen and understand what is most important to your customer. This step is critical, and it's often missed by sales professionals. Customers need to be…
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