NEED
NEED is an important part of my training schedule. Why would someone/a company need a personalised meeting book or plaque? It is not like they need a new computer, a loan or have to relocate to larger premises.
There are many reasons why they might not need our products, the hardest thing is finding the reasons why they do.
NEED is an interesting subject when dealing with non essential products, or companies that supply a product that could in effect be replaced with a completely different product. An example here is our personalised meeting books serving the corporate gift market. You could just as easily give a bottle of wine or a diary as a gift, so why would someone need our product?
We have to create the NEED or at the very least, create the perception of NEED. It is a simple sales process with its foundations in researching the customer, their market sector, challenges they face, the competition they have. (The list here does go on)
It is only then that we can find reasons why they need our product or at the very least are prepared to refocus time and financial resources to our products/company as opposed to someone else.
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