Goals
An IT company is considering a commercial solar installation. The solar salesperson begins by asking about goals in areas such as sustainability, operational efficiency and power redundancy.Pain Points
A business software salesperson asks customers about problems they have experienced with their current platform.Relationships
A cloud infrastructure salesperson asks the customer about their relationship with their current provider in areas such as support.Constraints
A real estate agent asks a customer about their budget and the timing of their job relocation.Scope
A software salesperson asks questions to quantify the number of user subscriptions the customer will require such as the size of their operations team.Requirements
A robotics salesperson asks a manufacturing firm about the steps in their production process to understand their basic requirements.Costs
An electric bus salesperson asks a customer how much fuel their current fleet uses each month.Drivers
A software platform salesperson asks a customer whether marketing or operations will sponsor the purchase.Motivations
A car salesperson asks questions to understand if customers are motivated by factors such as status, safety, performance, features or aesthetics.Key Decision Factors
A real estate agent asks the customer to rank their requirements such as proximity to a school as either "must have" or "nice to have."| Overview: Needs Identification | ||
Type | Sales | |
Definition | Discovering customer requirements, constraints, pain points and motivations. | |
Value | Key to developing an effective proposal and pitch. Understanding motivations and needs is also important to negotiation. | |
Related Concepts | ||
