In the sales process, one of the main rules is to understand what is really important to the client. People make purchasing decisions based on their priorities and needs, which often differ. However, behind the diversity of requirements lies a universal principle: key benefits for the client are the solution to his specific problems.
Why is understanding the customer’s key needs critical?
Customers rarely buy a product for the sake of the product itself. They are interested in solutions: reducing costs, saving time, increasing comfort, increasing income. If a company is unable to demonstrate how its product solves a customer’s problem, the chance of closing a deal is significantly reduced.
Example: For a small business owner, the key phone number list benefit of a CRM system may be the automation of processes, which saves time. For a large corporation, the ability of the CRM to integrate with existing systems will come to the fore.
Understanding key needs helps:
- Focus on what is important to this particular client.
- Reduce the likelihood of rejection due to lack of understanding of value.
- Establish a relationship of trust by offering a personalized solution.
How to identify key benefits for the client
- Ask questions.
Successful managers don’t assume, but find out what’s important to the client. Questions help identify the real need:
- What challenges do you face?
- What results do you want to achieve?
- What is most important to you about this product/service?
- Listen to the client .
Active listening allows you not only to understand, but also to correctly interpret the client’s answers. Often, clients name general problems, but behind them are specific tasks. - Assess the context.
Every client comes with a unique situation. select keywords and track product card positions on Wildberries for free Knowing the industry, company size, budget, and other factors helps you anticipate needs. - Use data and analytics.
SalesAI helps collect and analyze customer data: behavior, questions, past interactions. This allows you not only to guess, but also to accurately understand what is key for a specific client.
Why is the same benefit perceived differently by customers?
Customers perceive the same benefit singapore number depending on the context. For example, automation:
- For one client, this is a reduction in manual labor.
- For another, it is reducing the number of errors.
- For the third, it frees up time for strategic tasks.
Thus, a successful manager knows how to present one benefit depending on how it solves the problem of a specific client.
