Wants versus needs! Which one is more important in business when closing a deal? If you are asking yourself this question then here is your answer! In this blog, I’m going to share with you one technique which will give you clarity on how you should sell! Should you sell on wants or should you sell on needs? You will also learn on how to secure the deal and get the client forever!!
Sell On Results
You probably have heard the saying “Sell what they want; give what they need”. What do I mean by this? Let me give you an example. You see when you go to a business and the business says “I want to make a 20% profit this year. Can you help me?” Now, that’s what they WANT! What they want is a RESULT! So you go to them and you actually sell on the results because that’s what they resonate with; that’s what they really want.
But, if you go to them and tell them to buy new pencils, new computers, new chairs so that your customers or your employees will be happy and they can work better and when they work better they’ll make more profit. It doesn’t work that way! Right? So you want to talk about the results.
1.Sell How You Can Help Them Achieve Their Wants:
They want 20% profit in the calendar year right? That’s what they ‘want’, but there is a reason why they don’t have that. What is that reason? That is the ‘problem’ that they’re having. You must understand their problems. When you understand their problem, you talk about it and show them the problems that might be holding them back from the result; they will actually resonate with you and feel like you really understand them and understand why they are not getting the result.
2. Articulate Their Problems:
So, you see we’re talking about results all the time and when you articulate their problems so well, they’re going to assume that you have the solution that will give them the result they are looking for, so here’s the key: “The solution”
3. Give What They Need:
When you give them what they need, it’s going to solve this problem they have and when they solve the problem they’re going to get the results. Let me give you another example.
Let’s say you are a fitness coach and let’s say a person comes to you and says they want six pack abs. So here, that’s the result they want. So, what’s the problem? The problem is that they don’t know how to get there. They feel lazy, they don’t know how to exercise, so that’s the problem. Right? But you know what their need is.
They don’t only need exercise, they need to eat healthy too. But if you go up to this person who wants six pack abs and simply say “Hey you know what? You need to do this… you need to do that…” They’re going to be like “Oh man! I don’t want to do this, it’s just too hard…”
But if you say “I’m going to give you six pack abs. The reason you’re not getting six pack abs is because you’re not exercising, you’re not eating healthy, you’re not doing this…” You link the problem to the result.
When you get the buy-in and they become your clients, then you say “Okay we discussed we have this problem and to solve this problem, you actually need to eat healthy because when you eat healthy your fat reduces, your energy goes up!
When your fat reduces and your energy goes up you’ll get the results that you want. Okay?” So that’s what I mean by ‘sell what they want; give what they need’ and if you keep doing this, you will be able to actually understand your prospect’s wants and needs and which is more important while closing the deal.
CONCLUSION
So, it’s very simple to understand when you remember this line: “Sell what they want; give what they need”, You now know, which is more important while closing a deal and what matters to the client while what we have to keep in mind too. Now that you know what is more important, comment below on what you think is most important: Wants or Needs.
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About the author
Dev Sethi is the Founder & CEO of ‘Wealth On Command’. Dev is a Global Sales Award Winner and “Closer of the Year 2019” in High Ticket Sales across 150 countries. He is the 1st person across Australia, Asia, Africa, Europe and South America to ever win this award.
He empowers business owners and entrepreneurs to monetize their skills and maximize their sales by assisting them in building a high performance sales team. In the last 12 months alone his business has grown by over 560% and his clients have made over USD 5.2 Million in Sales. Dev is a Sales Champion and is now creating more Champions.
He speaks 4 languages fluently and is a loving father and a caring husband; born in Thailand, grew up in India and now living in Sydney, Australia.
