If you discover a need (and surely you must), you have improved your chances for a sale. But the real gold is having discovered a need that the client did not previously know he had—and that creates demand.
How is that done? By not falling short on probing. Biggest error: find a need, try to sell it. But is that really the greatest need? Often not.
Rule: Find the REAL need and turn the want into Demand!
–Arte Maren, International Speaker, Writer and Business Consultant.
“While goals are vital, it is so much harder (and less efficient) to judge effectiveness by a person’s verbalized or even written goals than by what that person actually produces. One doesn’t often hear, “Boy, he sure can turn out a good goal.” In fact, too often goals are used as a substitute or excuse for production. Something has to come out the end of the conveyor belt of production and it shouldn’t be good intentions alone.
“Successful people do have very pro-survival goals and purposes. You can see the products of such people around you. But if good intentions actually exist, then they should manifest as valuable final products.”
–Arte Maren, International Speaker, Writer and Business Consultant